14. How NEAT Selling helps to identify customer needs

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NEAT Selling is a b2b sales methodology developed by Harris Consulting Group that helps salespeople effectively identify customer needs. NEAT stands for Needs, Economic Impact, Access to Authority, Timeline.

This approach helps salespeople structure the customer communication process in a way that clearly understands their needs, evaluates the economic impact of the solution, and determines the project implementation timeline. NEAT Selling enables salespeople to more accurately and effectively offer solutions that meet customer expectations.

15. Customer Centric Selling
Customer Centric Selling is a B2B sales methodology focused on the vietnam mobile database customer, where the main focus is on the needs and tasks of the buyer. Within this approach, sellers strive to understand the client’s business, its goals and problems, and offer a solution that best meets its expectations.

Customer Centric Selling emphasizes the importance of active engagement with the customer at all stages of the sale, from the first contact to after-sales service. This helps not only increase the chances of a successful deal, but also create a longer-term and more productive relationship with the customer.