At The Center for Sales Strategy (CSS), we teach a very specific process that is customer-focused and designed to help sellers identify a prospect or client’s needs. We teach concepts like:
- Active listening
- Asking questions
- Digging deeper in order to uncover an assignment or desired business result
We coach sellers to strive to become trusted and valued so they can form true client partnerships. A seller that clients begin to rely on because they can help them grow and improve their business. A manager and seller relationship should be modeled in a similar way, and here’s why.