What Is CustomerCentric Selling®
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What is CustomerCentric Selling®
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Brief definition of CustomerCentric Selling®
Transcript of What Is CustomerCentric Selling®
What is CustomerCentric Selling®?
• CustomerCentric Selling® is having intelligent conversations with buyers in order for them to visualize how to use your offering to:
What is CustomerCentric Selling®?
© Copyright CustomerCentric Systems LLC All Rights Reserved Confidential
…and then facilitatingthe customer buying
process.
– Achieve their goalsAchieve their goals
– By solving their problemsBy solving their problems
– And satisfying their needsAnd satisfying their needs
Alignment with Buying Process:Shifting Buyer Concerns
Needs
Solution
Risk
Phase 1Solution Development
Phase 2Evaluation
Phase 3Commitment
Time
Lev
e l o
f B
uye
r C
on
cer n
People Product Company
Cost Price
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Why Process Is Important
A repeatable process provides…
…resulting in a sustainable competitive advantage.
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Sales Process Control Letters
CustomerCentric Selling® Methodology
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Sales Process Control Letters
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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Contact:
Jim Naro
President
The Naro Group
Business Partner, CustomerCentric Selling®
Tel: 603.881.7712
www.TheNaroGroup.com
http://www.linkedin.com/in/thenarogroup/
Need help implementing CustomerCentric Selling®?
Version 8.1 | © Copyright CustomerCentric Systems LLC | All Rights Reserved | Confidential7
