What is Client Centered Sales Strategies?
Client Centered Sales Strategies (CCSS) is a comprehensive training program developed to improve the effectiveness of salespeople working with a sophisticated client base. The program focuses on both client acquisition and retention, recognizing that while all businesses require new business for long term sustainability, it is far more cost effective to maximize existing client relationships. There are several aspects of the CCSS program which differentiates it from traditional sales programs: 1. It is driven entirely by the client (hence ‘Client Centered’). At the core of the program is the Buyer Decision Making Process – the cognitive thought process that every person goes through when making even the most basic purchase decision. Every action taken by the salesperson should be in response to the client’s buyer behavior. Campbell Douglas has developed a unique sales process which maps the activities that are performed by a salesperson directly to the stage that a client is at in the
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