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Len D'Innocenzo and Jack Cullen, CRKInteractive, Inc.Names: Len D'Innocenzo and Jack Cullen, President and EVP, Corporate Sales Coaches, LLC

Location: Atlanta, GA and Philadelphia, PA

Len and Jack have coached thousands of management, sales, and customer service professionals (among others) to realize increased success over the years.  The results achieved by the most experienced veterans, rookies and those in between has been outstanding.  Of course, all of our instructor-led content is customized to the specific needs and goals of our clients.

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Customer Focused Selling

Posted by Len DInnocenzo on Wed, Sep 14, 2011 @ 10:13 AM
  
  
  
  

Customer Focused SellingTHE HEART OF BEING CUSTOMER FOCUSED IS CONDUCTING AN EFFECTIVE INTERVIEW. When sales professionals utilize the professional probing and questioning skills they learn the customer's needs, wants, dreams and goals. Then they can then present a Value Added Solution that best answers these requirements. 

The right questions will determine the benefits that will be considered as value added by your customer. This will help distinguish you from your competition.

We believe using a system for conducting customer-focused interviews will establish your credibility, save time and help you determine what is most important to a prospect or customer.

We have developed a system that will structure the probes and questions that need to be used during a customer-focused interview. Since you may work with multiple levels within an organization, your sales interviews will vary according to the position and the behavioral style of the individual. Think for a moment. Would you conduct an interview with the CEO the same as you would with a Procurement Manager. Probably not: because they have different interests and different agendas. Even experienced salespeople can sometimes misread a person's interests and needs.

Better understand our customer focused selling interview system, preview for free our online course "Customer Focused Sales Interviews."

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Comments

Great post! I'll be sharing this in my next seminar.
Posted @ Tuesday, October 11, 2011 12:10 PM by Sales training program
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