What Is CustomerCentric Selling®

What is CustomerCentric Selling®?

• CustomerCentric Selling® is having intelligent conversations with buyers in order for them to visualize how to use your offering to:

What is CustomerCentric Selling®?

© Copyright CustomerCentric Systems LLC All Rights Reserved Confidential

…and then facilitatingthe customer buying

process.

– Achieve their goalsAchieve their goals

– By solving their problemsBy solving their problems

– And satisfying their needsAnd satisfying their needs

Alignment with Buying Process:Shifting Buyer Concerns

Needs

Solution

Risk

Phase 1Solution Development

Phase 2Evaluation

Phase 3Commitment

Time

Lev

e l o

f B

uye

r C

on

cer n

People Product Company

Cost Price

3

Why Process Is Important

A repeatable process provides…

…resulting in a sustainable competitive advantage.

4

Sales Process Control Letters

CustomerCentric Selling® Methodology

5

Sales Process Control Letters

What is CustomerCentric Selling®?

• An integrated buyer qualification model which targets early access to key players, control of committee decisions, control of the proposal process, and control of the sales cycle without over controlling the buyer.

• A framework for ensuring that customer expectations for implementation are set and met.

• A set of analysis tools enabling management and sales people to determine pipeline quality and strength, assign prospecting activity, assess skill levels of sales people, provide opportunity coaching, and forecast future business at an opportunity level.

6

Contact:

Jim Naro

President

The Naro Group

Business Partner, CustomerCentric Selling®

Tel: 603.881.7712

jnaro@thenarogroup.com

www.TheNaroGroup.com

http://www.linkedin.com/in/thenarogroup/

Need help implementing CustomerCentric Selling®?

Version 8.1 | © Copyright CustomerCentric Systems LLC | All Rights Reserved | Confidential7