Our Customer-Centric Approach begins with effective sales strategies that are centered around the customer: knowing who they are, what they do and why they buy from you.
- Does your sales team, “ask customers questions to understand their business and objectives” or “ask customers questions to make a sale”?
- What are the implications?
- Why do your customers buy from you vs. your competition? Why do you lose?
DISCIPLINED CUSTOMER FOCUS
- Move from “pitching” to “positioning”
- Seek understanding and search for a “fit”
- Drive a partnership approach that produces win-win outcomes