How to build a customer-focused sales process

How to build a customer-focused sales process

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  • Ask questions
  • Align with the customer’s objectives
  • Figure out where your customers are experiencing the most discomfort
  • Deliver consistent help

Ask questions

Salespeople should make an earnest effort to learn about their customers before attempting customer-centric selling. This is why it’s better to start with questions than with a hard sell.

Instead of giving a speech over a canned presentation, tailor your words to the specific wants and needs of the customer. This focus on the client is probably why 82% of successful B2B salespeople are naturally curious.

Align with the customer’s objectives

Now that they know what the customer wants, salespeople can shift their attention to finding solutions. In the event that you and the client are a good fit, you should tailor your pitch to address the specific problems faced by that client.

Understanding the customer’s point of view allows salespeople to better explain the benefits of their product or service. Focus on how your product or service will help the customer instead of highlighting its features. Walk me through the ways in which they can cut back on wasted effort and cash. Focus on the relief they will feel once their problems have been solved.

Figure out where your customers are experiencing the most discomfort

The salesperson can learn more about the client’s wants and pain points through a series of questions and answers. Keep in mind that solving problems for customers is at the heart of customer-centric selling.

It is important to fully address a client’s problems by first determining what those problems are. Pay close attention to the customer’s needs and concerns through attentive listening in order to get to the bottom of the issue the client is facing.

Deliver consistent help

Keep in mind that your responsibility to the customer does not end when the sale is made. The success of customer-centric selling is based on the fact that it fosters a connection with the buyer beyond the monetary transaction at hand.

Maintaining a high level of service for your newly acquired clients is essential in growing and retaining them. After a sale has been made, the customer should be able to reach out to the salesperson or customer success manager for help with anything from the onboarding process to keeping the relationship strong.

As well as bolstering the value proposition, consistently exceeding customer expectations builds loyalty and inspires trust at every touchpoint.

how to build a customer focused sales process