How has customer focused selling changed?

Before

Traditional selling was

Persuade

Manipulate

Make razzle dazzle presentations

Use canned spiel

Overcome objections

A Power close!

A Short Term One Time Buyer Seller Relationship

Now if you

Take customer buying style into consideration

Customer Focused Selling Process

1.Approach and welcome

2.Identify customer needs and wants

3.Confirm that those are their needs wants

4.Make a presentation relative to their needs wants

5.Purchase based on the confirmation decision

6.Always follow-up

This is a Long Term view of Seller Buyer relationship

© 2012 Ken Keis – CRG Consulting Resource Group International Inc. www.crgleader.com Version 3.2

You and Your Sales Styleat http://jgtips.com/pstyle

• Customer-Focused Selling• Establish Readiness and Willingness

Levels• Understand Credibility• Identify your Preferred Selling Styles• Determine Customer Buying Styles• Create Action Plans