How has customer focused selling changed?
Traditional selling was
Make razzle dazzle presentations
Overcome objections
A Short Term One Time Buyer Seller Relationship
Take customer buying style into consideration
Customer Focused Selling Process
1.Approach and welcome
2.Identify customer needs and wants
3.Confirm that those are their needs wants
4.Make a presentation relative to their needs wants
5.Purchase based on the confirmation decision
6.Always follow-up
This is a Long Term view of Seller Buyer relationship
© 2012 Ken Keis – CRG Consulting Resource Group International Inc. www.crgleader.com Version 3.2
You and Your Sales Styleat http://jgtips.com/pstyle
• Customer-Focused Selling• Establish Readiness and Willingness
Levels• Understand Credibility• Identify your Preferred Selling Styles• Determine Customer Buying Styles• Create Action Plans