Traditional sales people tend to offer their opinions to their buyers. Most sellers come to a vision of a solution to their buyer´s problem before their prospective buyer does. When a traditional sales person sees the solution, he or she tends to project that vision onto the buyer. People love to buy, but hate feeling sold.
Customer centric sales people tend to ask relevant questions. A wise person once said, "One of the greatest compliments you can pay a person is to ask them an intelligent question they're capable of answering." In CustomerCentric Selling® we teach sales people to ask intelligent questions.
