customer centric selling in 10 tips
TRANSCRIPT
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Customer Centric SellingConversation - Questions - Customization
By: David Uribe
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Without a process, sales are accidental
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A key moment.
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Get uncomfortable to find new ways.
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Wanting something is just half of what you need to actually get it.
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10 learnings from the customer centric selling model
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1. Conversations are more powerful than presentations
Be smart - Like.able - Relevant
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2. Understand the Level of Concern VS Time on the sales cycle
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3. Converse situationally: Focus on a solution to a custom problem.
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4. Work on an initial assessment: Know more about your prospect than he knows about himself.
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5. Empower your buyer/Client to:
- Achieve goals / Solve problems / Satisfy needs / Show Results internally
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6. Ask relevant questions VS Offering opinions
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7. Don’t rely on the product/solution but on your prospect’s usage of it - The benefit!
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8. Minimize buyer - seller tension: Give them the power and knowledge, he’s the expert and you’re the advisor.
Major concerns: Need / Cost / Solution / Risk (Capitalize on this)
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9. Understand the Level of Concern VS Time on the sales cycle
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AVG Win rate / 100% * $ of sales = Cost of competing and losing
10. Of course, there’s Math to success:
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Questions?