People skills and personal relationships will always provide the foundation for professional selling. But companies today must rely on telemarketing, sales force automation, emerging communication technologies and the Internet to help them leverage their marketing resources.
Client-Centered Selling integrates these sales tools with effective communication skills, and proven territory and account management techniques, to provide all of the selling skills you need to be successful in today's competitive markets.
Traditional selling techniques, such as making scripted sales presentations and presenting product features and benefits, can derail your sales efforts, unless you are in sync with your customer's purchase process. The most effective way to stay in sync with your customer's purchase process is to make a conscious effort to see the world from their perspective and to maintain an open, productive dialogue.
This is the cornerstone of Client-Centered Selling, and it is how Client-Centered Selling can help your sales force communicate more effectively and close more business.
The Client-Centered sales process described in Selling Microsoft: Sales Secrets from Inside the World's Most Successful Company is based on selling techniques that Doug Dayton developed to help him train Microsoft's Account Managers. Doug has taken those techniques and "packaged" them as simple, step-by-step processes that sales and marketing professionals can use to help them move business forward and achieve their sales objectives.
When you're ready to be challenged--when you're ready to maximize your sales productivity--you're ready for Client-Centered Selling!