Offer Opinions

Ask Relevant Questions

Focus on Solutions

Focus on Relationships

Gravitate Toward Users

Target Business People

Rely on Product

Align Buyer and Seller

Traditional Behavior

CustomerCentric Behavior

A traditional seller often leads with product-focused discussions and offers opinions. A CustomerCentric salesperson leads with relevant, business-related questions that help prospective buyers identify challenges and opportunities that have a measurable business impact.

Traditional salespeople gravitate toward users of their products; CustomerCentric salespeople, target business decision makers. They are prepared to engage in business conversations and can approach anyone in a company, including senior managers, with a high degree of self-assurance.

Make Presentations

Converse Situationally

Traditional sales people rely on their products to create interest and educate their buyers in the hope that the buyer will figure out how the product will meet a need.  CustomerCentric salespeople stay in alignment with their prospective buyers, leaving nothing to chance! They communicate in specific, measurable terms that create customer loyalty.

While traditional sellers lead with presentations, CustomerCentric professionals engage prospective buyers in relevant conversations about their current business situations. They talk to key players about their product offerings in ways that enable buyers to visualize using those products to achieve goals, solve problems, or satisfy needs.

Traditional sellers are relationship focused, while CustomerCentric sellers are relationship and solutions focused. Our sellers understand how buyers will use offerings to achieve a goal, solve a problem, or satisfy a need. They discuss products and services in ways that help their buyers clearly understand the measurable business value of the solution.