Brief definition of CustomerCentric Selling®

1. What is CustomerCentric Selling®?

2. What is CustomerCentric Selling®?
• CustomerCentric Selling® is having intelligent conversations
with buyers in order for them to visualize how to use your
offering to:
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…and then facilitating
the customer buying process.
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3. Alignment with Buying Process:
Shifting Buyer Concerns
Needs
Cost Price
Solution
Risk
Phase 1
Solution Development
Phase 2
Evaluation
Phase 3
Commitment
Time
Level of Buyer Concern
People Product Company
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4. Why Process Is Important
A repeatable process provides…
…resulting in a sustainable competitive advantage.
4

5. CustomerCentric Selling® Methodology
Sales
Process
Control
Letters
5
Sales
Process
Control
Letters

6. What is CustomerCentric Selling®?
• An integrated buyer qualification model which targets early
access to key players, control of committee decisions, control
of the proposal process, and control of the sales cycle without
over controlling the buyer.
• A framework for ensuring that customer expectations for
implementation are set and met.
• A set of analysis tools enabling management and sales people to
determine pipeline quality and strength, assign prospecting
activity, assess skill levels of sales people, provide opportunity
coaching, and forecast future business at an opportunity level.
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7. Need help implementing CustomerCentric Selling®?
Contact:
Jim Naro
President
The Naro Group
Business Partner, CustomerCentric Selling®
Tel: 603.881.7712
jnaro@thenarogroup.com
www.TheNaroGroup.com
http://www.linkedin.com/in/thenarogroup/
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