The document outlines key principles of customer-centric selling, emphasizing the importance of impactful conversations over presentations. It highlights strategies such as understanding buyer needs, asking relevant questions, and minimizing tension between buyer and seller. The author, David Uribe, stresses that success in sales requires understanding the customer's perspective and providing tailored solutions.

1. Customer Centric Selling
Conversation - Questions - Customization
By: David Uribe

2. Without a process, sales are accidental

3. A key moment.

4. Get uncomfortable to find new ways.

5. Wanting something is just half of what you need to actually get it.

6. 10 learnings from the customer centric selling model

7. 1. Conversations are more powerful than presentations
Be smart - Like.able - Relevant

8. 2. Understand the Level of Concern VS Time on the sales cycle

9. 3. Converse situationally: Focus on a solution to a custom problem.

10. 4. Work on an initial assessment: Know more about your prospect than he knows
about himself.

11. 5. Empower your buyer/Client to:
- Achieve goals / Solve problems / Satisfy needs / Show Results internally

12. 6. Ask relevant questions VS Offering opinions

13. 7. Don’t rely on the product/solution but on your prospect’s usage of it - The
benefit!

14. 8. Minimize buyer - seller tension: Give them the power and knowledge, he’s
the expert and you’re the advisor.
Major concerns: Need / Cost / Solution / Risk (Capitalize on this)

15. 9. Understand the Level of Concern VS Time on the sales cycle

16. AVG Win rate / 100% * $ of sales = Cost of competing and losing
10. Of course, there’s Math to success:

17. Questions?