{"id":47079,"date":"2025-06-09T12:19:16","date_gmt":"2025-06-09T11:19:16","guid":{"rendered":"https:\/\/www.klozers.com\/?p=47079"},"modified":"2025-06-09T12:19:18","modified_gmt":"2025-06-09T11:19:18","slug":"customer-centric-selling","status":"publish","type":"post","link":"https:\/\/www.klozers.com\/hi\/customer-centric-selling\/","title":{"rendered":"Customer Centric Selling – Proven Strategies to Win More Deals"},"content":{"rendered":"\t\t
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Customer Centric Selling vs Product\/Service based selling<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
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Your company has spent all it’s time and energy creating your product and service.\u00a0 You’ve trained your salespeople<\/a> on the product and they know all the features and benefits.\u00a0 Now you want your reps to go out and sell.\u00a0<\/span><\/p>

Unfortunately life, or rather sales is never that simple.\u00a0<\/p>

B2B sales have shifted. Customers and prospects have newer expectations and demands. They want to be at the heart of your sales and business strategy, but they are not interested in your product or service.\u00a0
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What customers are more interested in than anything else, are outcomes.<\/strong><\/p>

They need value propositions that are tailored to their world, their industry, their business, their circumstances and their people.\u00a0\u00a0<\/span><\/p>

They want to feel like every recommendation, pitch, demonstration, outreach, email, content, incentive, and interaction with your brand across all channels was specifically created for them.\u00a0<\/span><\/p>

Gone are the days of a one-size-fits-all sales funnel approach. To remain competitive, you must adapt your sales strategy and architecture to the current realities of B2B sales.\u00a0<\/span><\/p>

In this article, we explore strategies you can adopt to put customers at the heart of your sales drive, and win more B2B deals.\u00a0<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

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Free<\/span> access to our best tools and templates<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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Join our thriving community of B2B Sales professionals & leaders for free training and support.<\/a><\/p>\t\t\t\t\t\t\t\t <\/a><\/div>\n\t\t\t\t<\/div>\n\t\t

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What is customer centric selling?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
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Unlike traditional selling, customer centric selling is a sales model that refocuses your resources, processes, talents, technology, and company culture to address customer needs in a way that builds trust and creates long-term relationships.\u00a0<\/span><\/p>

In B2B sales, this simply means taking time to understand your customers\u2019 or prospects\u2019 needs and pain points, their buying intent, and what they want to achieve, and then using this information to funnel customers through their unique journey.\u00a0<\/span><\/p>

B2B sales are complex, often involving multiple stakeholders within a company and requiring a higher degree of certainty.\u00a0<\/span><\/p>

Customer-centric selling helps reduce this complexity by ensuring all interactions across all touchpoints provide useful information and help the customer feel confident in their decision.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

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Strategies for Adopting a Customer Centric Approach<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
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Adopting a customer-centric selling approach is not a quick fix, but a strategic overhaul that requires planning, resource allocation, discipline, and long-term thinking.\u00a0<\/span><\/p>

Here are some strategies you can adopt:<\/span><\/p>

1. Build a truly omnichannel strategy<\/strong><\/h3>

According to Gartner, B2B buyers make <\/span>68% of their purchases<\/span> via digital commerce.\u00a0<\/span><\/p>

That said, creating an omnichannel strategy is beyond creating digital touchpoints. The modern B2B buyer is dynamic, moving freely across multiple platforms or channels. The buyer journey follows a nonlinear path.<\/span><\/p>

A true omnichannel strategy is more about consistency of value and customer experience, irrespective of where customers interact with you.\u00a0<\/span><\/p>

So, for example, a customer may speak with a chatbot on your website, then click through an email campaign, and subsequently call your sales line. Your sales agent should be able to view the customer’s interactions across all channels, recognize who they are, and understand their progress through the journey.\u00a0<\/span><\/p>

For this to happen, you\u2019re not only present on the channels your target audience uses, but all these channels are also connected. Tools like Zendesk Sell, Hubspot, and Salesforce<\/a> can help in this regard.\u00a0<\/span><\/p>

2. Refine the sales process with customer<\/strong> intent<\/strong><\/span><\/h3>

Treating all prospects the same is a fatal mistake many sales teams make. Forget your sales process and meet the buyer where they are in their buying process. <\/strong>\u00a0<\/span><\/p>

Prospects who have gone through what we call the “recognition of needs” phase and are in buyer research mode don’t want your rep to ask a million pain based questions.\u00a0 In buyer research mode they want to know about the solution and your delivery.\u00a0\u00a0<\/p>

Two prospects may perform similar actions, such as clicking on a webinar banner on your website, but have different intentions.\u00a0<\/span><\/p>

Prospect A may require additional information to compare your product or brand with others on their shortlist.\u00a0<\/span><\/p>

On the other hand, Prospect B might be in the early stages of exploring different products and is primarily seeking general industry insights related to the webinar topic, without an immediate intent to buy.\u00a0<\/span><\/p>

Prospect A is further along and may be more qualified for a demo invite than Prospect B. Prospect A can also be funneled to one of your top closers, while Prospect B is nurtured and kept warm by a sales development representative.\u00a0<\/span><\/p>

Intent tracking software, such as Clearbit and 6Sense, can help you see the pages someone has visited, which can make it easier to understand their needs and what they want to achieve.\u00a0<\/span><\/p>

Based on these varied intents, you can then map out various tools, content, and next steps for each stage of the buyer\u2019s journey. This customer-centric approach is all about providing next steps that are helpful and nudge the prospects further along on their buyer journey.\u00a0<\/span><\/p>

For example:<\/span><\/p>