Five Tips for Better Customer-Centric Selling

Updated: July 19, 2009

When you're selling, your first challenge is always to connect with the prospect - build rapport and a basis for why they should care about you and what you have to offer. But too often, selling companies approach this conversation in a seller-centric way - fronting with what the company has to sell vs. what the customer needs.

Turning this around to focus more on customer-centric sales - especially at the front of the process - can be relatively easy. Here are five initial ways to pivot quickly to a customer-centric selling approach.

Treat the first sales call like an interview: Even if you've already qualified the prospect, your first call should still be about them. Even if you only have a few minutes in person or on the phone, ask smart questions to not only better understand the prospect's situation, but also get them to directly admit the challenges and pain currently faced by life without your solution. In your first call, ask a handful of smart questions and spend at least 75% of the time listening. With the right questions, many prospects will walk right into the sale.

,

Align yourself with existing customer priorities: Too many sales professionals waste hours of time trying to sell something their prospects don't need. And even if they would benefit from it, you must align your solution with an existing problem or initiative in the organization. Your prospects are too busy to start juggling yet another priority not already on their plate. But by aligning your solution with something they'

When you're selling, your first challenge is always to connect with the prospect - build rapport and a basis for why they should care about you and what you have to offer. But too often, selling companies approach this conversation in a seller-centric way - fronting with what the company has to sell vs. what the customer needs.

Turning this around to focus more on customer-centric sales - especially at the front of the process - can be relatively easy. Here are five initial ways to pivot quickly to a customer-centric selling approach.

Treat the first sales call like an interview: Even if you've already qualified the prospect, your first call should still be about them. Even if you only have a few minutes in person or on the phone, ask smart questions to not only better understand the prospect's situation, but also get them to directly admit the challenges and pain currently faced by life without your solution. In your first call, ask a handful of smart questions and spend at least 75% of the time listening. With the right questions, many prospects will walk right into the sale.

,

Align yourself with existing customer priorities: Too many sales professionals waste hours of time trying to sell something their prospects don't need. And even if they would benefit from it, you must align your solution with an existing problem or initiative in the organization. Your prospects are too busy to start juggling yet another priority not already on their plate. But by aligning your solution with something they'

Featured Research
  • Empty the Airport Lounge

    When it comes to budgeting, travel time and expenses typically make up one of the larger allocations for growing companies. But did you know that there was an alternative that could save you time, money, and spare your employees jet-lag? Businesses that utilize video conferencing see a 30% reduction in travel costs. And while you might think your employees will get upset about the loss of flight status, only 15% are worried about the reduced travel and their frequent flier status. more

  • 10 Reasons to Invest in Video Conferencing

    Have you been on the fence about implementing a video conferencing solution for your business? Not quite sure if your employees will utilize it or are concerned about the costs being too high? The modern workforce is adapting and evolving with more and more employees working remotely, it is essential that they have the tools to be able to communicate effectively. more

  • Checklist for Setting Up an In-House Contact Center

    As customer service continues to become the most important competitor differentiator, can you honestly state that your business ranks among the best in your industry? 93% of organizations expect that contact volume will either remain constant or increase over the next two years. It is absolutely essential that you have a contact center that has been set up for success. more

  • 2017 Business Intelligence Trends

    It's long been thought that business intelligence (BI) could only be utilized by highly trained analysts and was therefore unattainable for most businesses. However, advancements in BI have made it so that everyone can utilize BI solutions to help shape business decisions and drive companies bottom lines. more

  • Your Phone System and Your Bottom Line

    Businesses have been using phones to drive increases to their bottom lines for almost a century now. Telephony, much like the rest of the business world, has seen drastic changes with the increase in technological advancement. Voice Over Internet Protocol (VoIP), has enabled companies to connect with consumers at levels that have been seen as unheard of before. And trust us when we say this, it is doing wonders for the bottom line. more