Customer focused selling is now the new relationship between seller and buyer. The traditional way to sell is compared to the new Customer focused selling style on this presentation. Gone is the razzle dazzle presentations and hard power close and now it is all about connecting and having a relationship long term with your customer. Entrepreneurs need to know about this shift as the internet has created more engagement and focus on relationships.

1. How has customer focused
selling changed?

2. Before

3. Traditional selling was

4. Persuade

5. Manipulate

6. Make razzle dazzle
presentations

7. Use canned spiel

8. Overcome objections

9. A Power close!

10. A Short Term One Time
Buyer Seller Relationship

11. Now if you

12. Take customer buying style
into consideration

13. Customer Focused
Selling Process

14. 1.Approach and welcome

15. 2.Identify customer needs
and wants

16. 3.Confirm that those are
their needs wants

17. 4.Make a presentation
relative to their needs wants

18. 5.Purchase based on the
confirmation decision

19. 6.Always follow-up

20. This is a
Long Term
view of Seller Buyer
relationship

21. © 2012 Ken Keis – CRG Consulting Resource Group International Inc. www.crgleader.com Version 3.2
You and Your Sales Style
at http://jgtips.com/pstyle
• Customer-Focused Selling
• Establish Readiness and Willingness
Levels
• Understand Credibility
• Identify your Preferred Selling Styles
• Determine Customer Buying Styles
• Create Action Plans