4 Ways to adopt 🌈 “Buyer-centric Selling”

As Sellers, it’s natural that we focus on what we got to sell. No problem with that.

What’s better may be is to shift your focus to “Buyer-centric Selling.”

4 Ways to align yourself to Buyer-centric Selling :-

💡 1. It’s about them, not us

Ask questions that inspire buyers to share their needs and expectations.

Quality of your questions determine the quantify of the information buyers share about their pain points

Persuade, not push. Ask second level questions based on what you hear to narrow what buyers are looking for

80:20 Rule – 80% of the time must be spent to listen while 20% time to be spent asking questions.

💡 2. Align with your Buyer’s organization at multiple levels

Spend time understanding their strategic priorities / organization goals

Know how your buyer’s function business objectives align to strategic priorities

Understand what initiatives being undertaken by your buyers

Address your buyers’ role specific KPIs/Metrics.

💡 3. Time. Effort. Value.

How much time do you need to talk to your buyers?

Can you ease the ways for your buyers to share their information?

Does sharing a Q & A style template is better than getting on a call to gather information?

Your focus is to minimize your buyers time and effort and yet driving higher value from each interaction whether it’s a call, virtual meeting, emails.

💡 4. Current Customers

Smart Sales reps know that existing customer references, success stories speak volumes about their product value and company credibility

Use customer success stories at every stage of buyers’ journey

Make multiple versions of such stories – short videos, customer quotes, business impact in numbers.

Let your buyers access such stories easily and volunteer to share customer references at appropriate stage.

I am sure, there must be more ways, would love to learn from your experiences…

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