The era of technological advancements has changed a lot of elements in the market, but one thing that remains the same is selling. There is still a demand and supply thing going on, and employers are trying to get a hold on more customers with every passing day. However, along with that, the number of companies in the market has also increased, which directly impacts the buyer-seller ratio.
There are different sales methodologies that most business and organization use, but with the passage of time, they need training and development to adapt to new methods. One such way which has been in use quite recently is customer-centric selling. It might sound a tricky process, but in reality, it is just based on the idea that customer is the king and selling should be done according to them.
If this concept is new to you and you want your sales team to learn about that in that case, you need to incorporate that in your next training. But if you are not sure regarding how to do that, then opt for the professional courses by sales training Dubai so that your sales team is equipped with new methods while dealing with customers.
As you are doing that this article is going to share the elements on which customer-centric sales methodology relies on.
Top elements of customer-centric selling:
When you are in the sales team or heading the department as such, then you know the importance of having and retaining a customer. However, previously people would just start telling the customer about the product right away, and it was not the method only during the face to face conversation but also telephonic ones. But the idea is to promote the discussions and products based on the situations and needs.
Following are essential elements of customer-centric sales methods:
Understand the situation:
Just because you are trying to sell a product and reach a certain number does not mean you are targeting the right person. The person might not be in need or going through a tough situation, and at that, your conversation might be irritating them. Thus being empathetic is the solution to it. Another way to understand the situation is by understanding their needs. For example, if you just find a single person and start telling them about a product related to children, then they might listen but will not buy your product.
Converse instead of presenting:
Gone are the days when the sales team will grab more customers just with one presentation. Now is the era of personalization, and if your team is not able to do that, then customers are not buying your product. Also, general presentations do not go by the rule of one-size-fits-all because they are not personal and do not cater to the need of buyers.
Ask open-ended questions:
Often while having a conversation with the prospective customer, we make a mistake of giving our opinion or just asking the close-ended questions. This will not give you a real picture; instead, you want to listen out on what customer has to say and if your products fit their needs or not. If you are opinionated, then you are actually dominating the customer, and it might not go well with him or her.
Solution vs. selling:
When you are in the sales department and trying to engage in the customers from all walks of life, then the customer-centric selling approach will give you the best results. This is because the method is all about providing solutions to the concerns and problems instead of just selling the product. For example, if the problem of the customer is about a laptop, then you can’t sell your newly launched phone to him or her. Again the point of being empathetic strikes because understanding the situation or need is more important than actually selling the product.
How to incorporate this method into your team?
The customer-centric selling concept is relatively new, but it offers a solution to a lot of problems the sales team is facing, such as non-response, not hitting the target, or even product being unusable. Switching to a new format and method might be hard, but a robust training and development program on this very topic should make it work. If you are not sure on how to come up with such training programs, then check out the professional courses of Ignite Training in Dubai which will be useful for the entire team and for the success of the company in the long run.
It is easy to say that implementing the right method will allow you to understand things from a customer’s perspective and giving them the solutions they are in need increase their trust and loyalty with your business.