A traditional approach to selling is when the sales person goes to meet with the prospect with a pre-canned presentation focused on what they want to tell the prospect, instead of what they need and want to learn about the prospect.
A CustomerCentric approach to selling is a conversation, not a presentation. Conversations allow sales person to understand the buyer needs. Conversations should be usage and results oriented rather than feature oriented. It focuses on why a product is needed; how it can be used to achieve a goal, solve a problem or satisfy a need; and how much it costs to use versus the benefits it presents.
