Concepts of Customer Focused Selling

24/02/2014 | By | Reply More

Concepts of Customer Focused SellingConcepts of Customer Focused Selling

•What are some important characteristics of a sales professional?

•At one time it was not unusual for sales people to focus on pushing a product or service in a way we call the “hard sell.”

•Things have really changed! Customers expect to be consulted and want relationships with their sales people.

Consultative Selling

Consultative Selling

Consultative Selling

In order to keep your pipeline full, it’s important to attract a variety of customers.
•You can do this with a range of networking activities.
•Many top salespeople learned a tremendous amount about sales by cold calling.
•Reverse networking focuses on introducing people who can benefit from one another.

The Sales Cycle

the sales cycle

Initiate – •In order to keep your pipeline full, it’s important to attract a variety of customers.•You can do this with a range of networking activities.•Many top salespeople learned a tremendous amount about sales by cold calling.•Reverse networking focuses on introducing people who can benefit from one another.
Build – •Once you meet your client, you begin building your relationship with them.•These relationships are based on trust.•Remember that your presentation has to appeal to them from their point of view.•Customer focused selling is consultative.•How can you build those relationships?

Manage – •Focus on serving your customers by offering solutions, resolving problems, meeting their needs, and getting their agreement to buy.•Work with your USP.•The amount of attention that they will give you is limited.

Optimise – •Grow the relationship with results and problem solving•Set up long term relationships•Help top up your pipeline•“No” doesn’t necessarily mean the end of a relationship!•Evaluate what you have done throughout this sale

Customer focused selling

•Customer focused selling is about selling from the other person’s perspective.

•It is a complex process that requires attention and practice.

•In the early stages of your relationship with a client, your goal is to use customer focused selling to build trust and credibility.

•How can you build trust and credibility with clients?

Customer Testimonials – EchoStar Europe Headquarters

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Category: Marketing & Sales Strategy

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