CUSTOMER CENTRIC SELLING

Customer Centric Selling

What Kind Of Customer are You?

Customer Centric
Selling

"The most successful people in any industry

are seldom the smartest or best
looking...they're the people who can sell"
Len Foley

Customer Centric
Selling
What is selling?

Selling is taking an idea, planting the ide

in your customers minds and making the
feel they thought of it..but do it ethically

Competitive Advantage
Someone can copy your business strategy
Someone can copy your marketing Approach
Someone can copy your product
Someone can copy your manufacturing capabilities
Someone can copy your market access
No one can copy your knowledge
and relations with your customers
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Core Processes
Acquire new
customers

Retain
current
custome
r

Sell more
to current
customers

Customer Centric Selling

Customers are:

More Aware
More demanding &
powerful.
Less Loyal
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Customer Centric Selling

Selling to an Existing & a New

Customer
Role Play

Customer Centric
Selling
The Only Two Things Customers Ever Buy
Good Feelings
Solutions to problems

Customer Centric Selling

Tracking Decision Making

Process

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Customer Centric
Selling
What to do when the customer cannot
make up his mind?
The customer does not know everything
everything he buys.

about

Dont give the customer too many

options
Example : Camera

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Prospect
Determine the decision maker
Basic Information
Earn the customers Trust
Ask Questions which play to your strength
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Analyse

The intent of selling is to protect the

customer from what if not what is.

If they cry;theyll buy

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Work It in

Discover the Solution

List & Confirm Needs (Use Note Book!!!)
Test Understanding
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Best Few

Recommend a Solution
Provide Alternatives
Gain An Agreement
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Close Stage

Reinforce benefits
Remember these golden wordsWhat else can I do for you?
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Maintenance Stage:

After Sales Service

Remember if you are not watching
the customer somebody else may be
watching

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Customer Centric
Selling

What to do when the customer raises

obstacles or objections to buying?
When they object give them more
Solutions & good Feelings.

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Customer Centric Selling

People Hate to be Sold But

Love To Buy

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Sales Secrets
2 Magic Words for Sales Success

Stop.. Selling
The reason why Everyone wants to buy
Because they only care about what interests them.
How to Turn Every person into a Life long customer.
Active Listening
Your customers are desperate to be
heard & acknowledged!
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Exercise Time!!!!

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List down your Companys strengths &

Weaknesses
Strength

Weakness

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Thank you

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