 he original Solution Selling process codified how I had intuitively sold new or potentially disruptive technology in 1974 as a young salesperson. The system was designed for other salespeople attempting to sell similarly disruptive technology, especially to senior executives via middle managers who, in many cases, were making the company’s first attempts to automate. Needless to say, things have changed.
Today, many companies to whom our clients sell are not automating for the first time, but re-automating for the fourth, fifth, or even sixth time (or not automating at all) Over the past two decades, there are far fewer vendors offering disruptive technology. Today, most of our clients offer continuous improvement or replacement technologies, services and commodities.
CustomerCentric Selling offers a repeatable, auditable and scalable sales process, helping tactical marketing work together with sales to build a more ideal customer experience. Our aim sees a majority of salespeople selling more effectively through a process their managers can implement, monitor and adjust – salespeople who are executing institutionalized best practices auditable by their managers.
CustomerCentric Systems was founded with the intention to become a superior provider of sales process consulting and design, messaging development, skills training and implementation support. We work strictly and faithfully upon the fundamental belief that there are repeatable facets to the ideal customer experience.
My partners (John Holland, Gary Walker and Frank Visgatis) and I have developed CustomerCentric Selling® |
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and Sales Ready messaging™ to align not only with the challenges of selling solutions to the enterprise in today's high value environment, but for virtually all salespeople in all industries who would like to have a meaningful conversation with their prospect about the potential use of their offering.
We have interviewed and collected feedback from a large cross-section of companies currently selling a variety of products and services to the enterprise. We codified the best practices of sales organizations that continued to exceed their internal performance standards. We listened to the challenges and difficulties that they face in dealing with their customers to help develop the outline of the skills, skill enhancements, and tools that they feel their salespeople need to be successful. We also explored the challenges and difficulties they've experienced in attempting to implement a sales process in the past. For the latter, the consistent message was that they often failed in implementing a consistent sales process because the one they selected was, at the end of the day, just too complicated and too difficult to implement, manage and coach. The one they selected, in many cases, was Solution Selling®.
Lastly, we are ever conscious of the fact that many of our clients have invested significant amounts of time and money with us in the past. We want to assure our client base that one of our primary objectives was to make CustomerCentric Selling® & Sales Ready Messaging™ "backwards compatible" for our former Solution Selling® clients. We have developed strategies to help our clients transition their staff to the new methodology and convert existing content, sales tools and pipeline management systems to be compatible with CustomerCentric Selling®.
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