• Pose some questions
• Incorporate the needs of the buyer
• Provide constant support
• Find out what problems your customers are having

Pose some questions

Before engaging in customer-centric selling, salespeople should make a concerted effort to understand their clients. Because of this, it is preferable to begin with questions rather than a hard sell.

Instead of reading from a prepared script, modify your words to fit the needs of the audience. Perhaps this is why 82% of top-performing B2B salespeople also have a genuine interest in learning about their customers’ businesses.

Incorporate the needs of the buyer

Once a salesperson has a clear understanding of what the client needs, they can begin working on a solution. If the client seems like a good fit, you should modify your pitch to focus on their unique challenges.

By putting themselves in their customers’ shoes, salespeople can better articulate the value of their wares. In your marketing, stress the benefits your product or service will provide to the customer rather than the features it offers. Show me how they can save time and money by implementing these changes. Keep in mind how good it will feel to have those issues resolved.

Provide constant support

You should always remember that closing a sale does not mean you are free of responsibility to the customer. Customer-centric selling is effective because it helps you build a relationship with the buyer that goes beyond the transaction at hand.

Keeping the quality of service you provide at a high level for your newly acquired customers is crucial to their continued growth and loyalty. As soon as a sale is made, the customer should have access to the salesperson or customer success manager for assistance with anything from the onboarding process to maintaining a healthy relationship.

Consistently exceeding customer expectations strengthens the value proposition and also fosters loyalty and trust at every point of contact.

Find out what problems your customers are having

By asking and answering questions, the salesperson can get a better understanding of the client’s needs and concerns. Remember that customer-centric selling is all about resolving issues for the client.

The first step in solving a client’s problems is figuring out what they are. Listen carefully to the customer’s issues and concerns to determine how to best assist them.