Cutomer-Focused Selling

Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz
Customer-Focused Selling
Matching product benefits with customer needs
Craig James
Sales Solutions
May 11th, 2005

Agenda
How to use this medium
Introductions
Content
Closing Q&A

Customer-focused Selling
What does it mean?
Compared to what?

Provider-centered approach
Listen to me!

Customer-centered
approach
“Let me tell you about me”

What’s your customer’s
primary interest?
His problems
And addressing them
His worries
And alleviating them
His needs
And satisfying them
His goals
And achieving them

What’s your customer’s
secondary interest?
Your offering - and how it gets him
what he wants
Your offering - and whether it’ll get
him what he wants
Your offering - and how it’ll get him
what he wants
Your offering - and whether it’s a
good deal

Unerstanding your customer
Situation
Needs, Goals
Worries, Concerns
Constraints

Why Bother?
Establish Credibility
Seen as a solution provider
Build Trust
Seen as a concerned advisor
Sharing of critical information
Get the inside track
Paving the way
Get introduced to key players

How to be customer-
focused
Get inside your customer’s head
Ask questions
Listen intently to the answers
Recommend a solution specific to
that customer’s situation

What kinds of Questions?
Situation
Needs, Goals
Worries,
Concerns
Constraints
What’s going on?
What looking to
accomplish?
What concerns
you?
What might
prevent you from
succeeding?

Presenting Your
Solution
Be sure it speaks to the customer’s
expressed needs
Focus on the benefits of your
offering and support them with
features

Presenting Your
Solution
An effective presentation
Grabs the customer’s Attention
Generates Interest
Stimulates Desire

Features vs. Benefits
Aspects of your
product
Size
Speed
Color
Configuration
What they can
see, touch, hear
What the
customer gets
from the feature.
What they’re
really buying
Is intangible
comfort
cost saving

Features vs. Benefits
When presenting features and
benefits, resist the urge to talk
about all them
Limit to only those that relate to
your customer’s issues, and that
support the solution they need.

Key point #1 to remember
when presenting your solution
Don’t talk too much - you will either
lose the customer’s interest
say something that will trigger a
concern

Key point #2 to remember
when presenting your solution
When you start hearing buying
signals, STOP SELLING!

Results of customer-
focused selling
Prospects are more likely to buy
from you when
you’ve given them the opportunity
to share their “stuff” with you
they feel you understand
your solution aligns with their
problem or goal
they trust your judgment

Summary
Customers buy for their own
reasons, not yours.
Ask questions to find out what
those reasons are
Present relevant benefits, suported
by relevant features
Know when to stop selling, and
start asking for commitment

Closing Q & A

Sales Solutions
Service Offerings
1/2-day and full-day
Skill Enhancement/Sales Process
Improvement
One-on-One Sales Coaching
Monthly Sales Round Tables
Customized Sales Consulting
Call for a free assessment

Monthly Sales Round Tables
Brainstorm best practices with
other sales professionals
Improve Your Sales Performance
Fun, stimulating environment
Low time commitment
Mimimal Investment
info@sales-solutions.biz

Customer-Focused Selling
Craig James
Sales Solutions
877-862-8631
info@sales-solutions.biz
Sign up to receive our Free monthly e-newsletter,
The Sales Solution, at www.sales-solutions.biz

Cutomer-Focused Selling

Recommended

Recommended

More Related Content

What's hot

What's hot (20)

Similar to Cutomer-Focused Selling

Similar to Cutomer-Focused Selling (20)

Recently uploaded

Recently uploaded (20)

Cutomer-Focused Selling