Frequently Asked Questions

Here is where we provide answers to various questions submitted by you, our readers. We publish two questions each month. To submit a question to BizLogx, please click here.

Question:
We don't have quantifiable success stories. Our customers are reluctant to measure their post implementation success. How can we get quantification of our customers' success?

Answer:
By seeking agreement, up front, rather than waiting until after a client implements your products/services. When electing to address a problem, senior management is more likely to commit to learning if the solution met the objectives.

Alternatives:

1. Have marketing define likely benefit areas and estimate potential benefits
2. Hire an independent consultant to contact clients and gather appropriate measurements.

Question:
We've all had Miller-Heiman's Strategic Selling already. How is CustomerCentric Selling® different?

Answer:
Miller-Heiman provides a model for analyzing a single company, it's corporate goals and strategy, and the key players, along with a way to categorize the buyers motivational factors.

However, a company's power base and key players are not static, but shift according to the size and scope of any particular buying decision. That means a salesperson must be able to identify key players in relation to their particular product or service. CustomerCentric Selling® provides tools to help the sales person identify the key players and then to identify the goals of each key player.

CustomerCentric Selling® also provides a methodology for managing the entire sales cycle so that no step or person is missed, tools for identifying your competitive position during the sales cycle, and metrics that allow the sales person to evaluate their opportunities and focus their selling effort. CustomerCentric Selling® goes beyond a strategic concept of selling to provide sales people a methodology to increase their skills based on practical tools that can be used daily.

If you would like to submit a question to BizLogx, please do so by clicking here.

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