The original Solution Selling process codified how I had intuitively sold new or potentially disruptive technology in 1974 as a young salesperson. The system was designed for other salespeople attempting to sell similarly disruptive technology, especially to senior executives via middle managers who, in many cases, were making the company’s first attempts to automate.
Solution Selling is particularly useful to sellers selling “expert to non-expert.” It changes the sales focus from the features of the product to situational use by the customer to solve previously unsolved problems. Ideal for selling disruptive technology to corporations.
Salespeople helping decision makers visualize how they can achieve goals and solve problems.
CustomerCentric Systems (CCS) helps companies to reengineer their marketing messages, helping to make them more customer-centric. We also focus on the integration of tactical marketing with sales processes.
CCS helps organizations identify, codify and institutionalize best practices. CCS trained salespeople are equipped with "artificial" patience and intelligence. They are able to delay dispensing product information in favor of asking questions – helping them diagnose problems and, in turn, helping customers to visualize "approved" solutions more accurately. This enables salespeople to initiate and manage opportunities with actual decision-makers. Their sales managers are able to quantify the effects through an auditable sales process. The marketing department is taught to simplify the buying process with a customer-centric messaging model. www.customercentric.comBuy It At Amazon.com
