Tool Box
Issue No. 34 - April/May 2007
Empowering buyers to achieve goals
When a company says it is going to become ‘Customer Centric’ it puts a clear distinction between itself and competitors who focus on a product-centric strategy.
Customer Centric proponent Acuere maintains that organisations implementing Customer Centricity selling strategies gain a competitive advantage based on the way they do business rather than becoming just another commodity going head-to-head with the competition on price.
This has enabled Customer Centric organisations to achieve higher margins, higher average sales, shorter sales cycles and increased customer retention.
An important factor in developing a Customer Centric strategy is to develop into a Customer Centric sales team.
A Customer Centric sales team can be characterised as those individuals who can empower buyers to achieve goals, solve problems and satisfy needs.
They converse situationally, ask relevant questions to targeted business people and are heavily focused on solutions.
The CustomerCentric Selling process was developed in 2002 by a group of sales professionals including Solution Selling founder Michael T Bosworth of the US.
Adelaide-based Acuere realised the potential value CustomerCentric Selling™ could bring to Australian businesses and introduced the training programs and consulting into the Australian market.
“We saw a need to satisfy a strong demand in the local marketplace to streamline sales processes,” says Acuere CEO Deborah Miller who spent time in the US working with different sales methodologies.
“Traditional methods are now outdated and are actually resulting in an increasing higher cost of sale.
“We believe too many companies are leaving selling to the individual employee, where they should be using a strategic consistent approach that differentiates the companies product and services and adds value.”
Launching CustomerCentric Selling ™ in Adelaide during 2004 Acuere began by...
