FROM THE ART OF PERSUASION TO A PROCESS OF FACILITATION.
The days of selling through pursuasion are over. In most B2B environments, customers buy, we don’t sell. The task is is to understand why and how customers buy, and connect what you can provide in terms of value to the customer. Effective Selling is about knowing the customers’ buying process, and embedding yourself within that process. Therefore, modern selling is more about learning to facilitate a commercial process – selling value – than to use pursuasion and deal with objections – transactional selling.
Our objective is always two-fold; first of all, client investments in improved structure, process, and competence must lead to improved performance and profitability. Second, there is a learning loop to what we do that builds for the future. This learning aspect is about achieving sustainable change in behavior and activities. Individual performance is great, but to really sustain a business model, selling needs to become an organizational capability.
The pivotal idea of CCS Nordic is to bring structure, process, and competence to client engagement activities. We strive to be valued as a consulting partner that truly helps our clients develop a stronger client-centered approach.