An excellent Infographic (see below) put together by Help Scout (www.helpscout.net), summarizes beautifully the central concepts behind customer-centric selling and how it applies not only to direct B2B selling but to e-commerce and mobile applications sales as well. In particular, PERSONALIZATION, while the example in this infographic is weak (bringing a second set of mints to a dining customer) the point is critical. A better example would have been saying that if your waiter addresses you by name would have a significantly bigger impact. Or, putting the name of the customer in chocolate sauce on their dessert. The importance of remembering and using a customer’s name is brought out in point three. In selling direct or online anytime you customize and personalize a presentation or information will make it much more valuable and memorable. Further, it differentiates you and your company from the competition.
The rest of the points are right-on as well and worth reviewing and internalizing for anyone selling.