In most organizations, there is a basic disconnect between the marketers and the sales professionals. This is unfortunate because the marketers (the people who are responsible for creating the messages delivered to customers) and the sales professionals (who build relationships with real world customers) really could achieve much more if they collaborated and worked together instead of being at cross purposes.
“Customer-Centric Selling” (CCS) is a system whereby sales and marketing collaborate to help your customers visualize using your offering to help achieve a goal, solve one of their problems of satisfy a need. This is achieved through the delivery (in intelligent two-way conversations) of sales-ready messages rather than presentations about product features and benefits. As its name suggests, Customer-Centric Selling is all about placing the customer at the center of the sales process rather than in an ancillary role as the audience.
For many years, sales has come to resemble a spectator sport rather than an intensely focused session of give-and-take. CCS empowers buyers to solve their own problems with the use of your product or service. “In order to be effective, a sales professional must be able to relate his or her offering to the buyer in a way that will allow the buyer to visualize using it to achieve a goal, solve a problem, or satisfy a need. This, in turn, requires a conversation. For a variety of reasons, though, only a small percentage of salespeople are able to converse effectively with decision makers.
Customer Centric Selling has been designed to help you engage in relevant, situation-specific conversations with decision makers, without having to depend on canned presentations. In short, we can help you become more effective.”
By the end of the workshop participants will: