Focused Sales Techniques

Description

Selling can take many forms and employ a variety of approaches. For example, it can involve a hard sell characterized by a straightforward, forceful and overt sales style or a soft sell that uses a more subtle, casual, or friendly sales message. A more fundamental distinction, however, can be made with regard to whether the focus of the sales message is on what the salesperson wants or what the prospect wants. We at NIsus Coaching International are committed to the premise that in today’s business reality, the path to success in selling is the one that centres without exception, on the needs of the prospect. Customer-Focused Selling is a selling concept that places the total emphasis on the needs of the prospect.

Customer Focused Selling is a consultative selling format. Rather than using the traditional selling strategy of stressing product/service features in the hope that something in the sales presentation will strike a positive chord with the prospect, a consultative sales approach focuses on effectively uncovering and gaining agreement on important but heretofore unmet customer needs. Once brought to the service, the customer-focused salesperson will the align product/service benefits to those unmet customer needs, thereby creating a sale that mutually benefits both salesperson and prospect.