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Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizCustomer-Focused SellingMatching product be...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizAgendaHow to use this mediumIntroductionsCo...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizCustomer-focused SellingWhat does it mean?C...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizProvider-centered approachListen to me!
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizCustomer-centeredapproach“Let me tell you a...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhat’s your customer’sprimary interest?His ...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhat’s your customer’ssecondary interest?Yo...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizUnerstanding your customerSituationNeeds, G...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhy Bother?Establish CredibilitySeen as a s...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizHow to be customer-focusedGet inside your c...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhat kinds of Questions?SituationNeeds, Goa...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizPresenting YourSolutionBe sure it speaks to...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizPresenting YourSolutionAn effective present...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizFeatures vs. BenefitsAspects of yourproduct...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizFeatures vs. BenefitsWhen presenting featur...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizKey point #1 to rememberwhen presenting you...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizKey point #2 to rememberwhen presenting you...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizResults of customer-focused sellingProspect...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizSummaryCustomers buy for their ownreasons, ...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizClosing Q & A
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizSales SolutionsService Offerings1/2-day and...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizMonthly Sales Round TablesBrainstorm best p...
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizCustomer-Focused SellingCraig JamesSales So...
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Cutomer-Focused Selling

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Cutomer-Focused Selling

  1. 1. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizCustomer-Focused SellingMatching product benefits with customer needsCraig JamesSales SolutionsMay 11th, 2005
  2. 2. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizAgendaHow to use this mediumIntroductionsContentClosing Q&A
  3. 3. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizCustomer-focused SellingWhat does it mean?Compared to what?
  4. 4. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizProvider-centered approachListen to me!
  5. 5. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizCustomer-centeredapproach“Let me tell you about me”
  6. 6. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhat’s your customer’sprimary interest?His problemsAnd addressing themHis worriesAnd alleviating themHis needsAnd satisfying themHis goalsAnd achieving them
  7. 7. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhat’s your customer’ssecondary interest?Your offering - and how it gets himwhat he wantsYour offering - and whether it’ll gethim what he wantsYour offering - and how it’ll get himwhat he wantsYour offering - and whether it’s agood deal
  8. 8. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizUnerstanding your customerSituationNeeds, GoalsWorries, ConcernsConstraints
  9. 9. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhy Bother?Establish CredibilitySeen as a solution providerBuild TrustSeen as a concerned advisorSharing of critical informationGet the inside trackPaving the wayGet introduced to key players
  10. 10. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizHow to be customer-focusedGet inside your customer’s headAsk questionsListen intently to the answersRecommend a solution specific tothat customer’s situation
  11. 11. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhat kinds of Questions?SituationNeeds, GoalsWorries,ConcernsConstraintsWhat’s going on?What looking toaccomplish?What concernsyou?What mightprevent you fromsucceeding?
  12. 12. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizPresenting YourSolutionBe sure it speaks to the customer’sexpressed needsFocus on the benefits of youroffering and support them withfeatures
  13. 13. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizPresenting YourSolutionAn effective presentationGrabs the customer’s AttentionGenerates InterestStimulates Desire
  14. 14. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizFeatures vs. BenefitsAspects of yourproductSizeSpeedColorConfigurationWhat they cansee, touch, hearWhat thecustomer getsfrom the feature.What they’rereally buyingIs intangiblecomfortcost saving
  15. 15. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizFeatures vs. BenefitsWhen presenting features andbenefits, resist the urge to talkabout all themLimit to only those that relate toyour customer’s issues, and thatsupport the solution they need.
  16. 16. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizKey point #1 to rememberwhen presenting your solutionDon’t talk too much - you will eitherlose the customer’s interestsay something that will trigger aconcern
  17. 17. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizKey point #2 to rememberwhen presenting your solutionWhen you start hearing buyingsignals, STOP SELLING!
  18. 18. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizResults of customer-focused sellingProspects are more likely to buyfrom you whenyou’ve given them the opportunityto share their “stuff” with youthey feel you understandyour solution aligns with theirproblem or goalthey trust your judgment
  19. 19. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizSummaryCustomers buy for their ownreasons, not yours.Ask questions to find out whatthose reasons arePresent relevant benefits, suportedby relevant featuresKnow when to stop selling, andstart asking for commitment
  20. 20. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizClosing Q & A
  21. 21. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizSales SolutionsService Offerings1/2-day and full-daySkill Enhancement/Sales ProcessImprovementOne-on-One Sales CoachingMonthly Sales Round TablesCustomized Sales ConsultingCall for a free assessment
  22. 22. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizMonthly Sales Round TablesBrainstorm best practices withother sales professionalsImprove Your Sales PerformanceFun, stimulating environmentLow time commitmentMimimal Investmentinfo@sales-solutions.biz
  23. 23. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizCustomer-Focused SellingCraig JamesSales Solutions877-862-8631info@sales-solutions.bizSign up to receive our Free monthly e-newsletter,The Sales Solution, at www.sales-solutions.biz

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