Buyer Centric Model (An Overview)

 

 

To grow in one’s sales skills we must first understand the methodology that one has regarding sales.  This is extremely important as until one understands and has conscious competence regarding his or her understand and practices of the sale then it will be hard to make any major improvements.  The methodology of the sale is the process, principles, strategies and techniques that one incorporates in the sale. 

 

I recommend a Buyer Centric model to selling.  The Buyer Centric Selling Methodology is a mindset or grid that you use to approach every facet of your sales process from the buyers perspective.  This approach seeks for us to not conform the buyer to us, but rather to seek to understand the buyer thoroughly before we begin selling anything.  This is a powerful way to sell as it is non-manipulative as you are always seeking to meet buyer needs, but at the same time it is true to the sales process and produces real, measurable results.  The focus of the Buyer Centric Model is, “what are you needs and what do you want/need to accomplish.”

 

I will be discussing more about the Buyer Centric Model at a later time as this is a good introduction to the model.  There are many other facets of the model that are very powerful and produce outstanding results which I will be discussing at a later time.

 

 

 

 

The Most Important Part of the Sales Process

 

The Discovery is the most important part of the sales process for it is in the Discovery that the client will give you a roadmap that will lead you to the sale. The 4 purposes of the Discovery are as follows:

1. Find the Dominant Buying Motive: What 3rd level emotional need will be met by buying your product
2. Find the Problem: Why is your product of more value than the price you are asking? What problem are you meeting that they currently have?
3. Find Future Objections: A good Discovery will allow you to find out about the objections that will be brought out later. This gives you time to answer the objections before they are even raised later.
4. Self Discovery for the Prospect: Many times our prospects really do not know what they need and it is in the discovery that they will reveal to both you and themselves why their needs

Every Discovery should accomplish these 4 things and once the Discovery is mastered the closing rate will dramatically rise. Most of the time when I work with sales people that are struggling one of the first things I look at is the Discovery because if an adequate Discovery is not conducted the sales person does not know how to present his or her product. As the Discovery helps us understand how to sell because we cannot sell into we know what they prospect needs and will buy…