The document discusses different types of sales approaches. It contrasts the traditional "vendor centric" approach where salespeople try to sell products to customers with a "customer centric" approach. The customer centric approach focuses on understanding customer needs and problems, allowing customers to define their own selection criteria and make their own decisions about whether and what to purchase based on evaluating alternatives themselves. The document advocates that sales processes should be adaptive to customers rather than manipulative.

1. SS
by
Aa’ Anton nu kasep tea

2. WHAT TYPE OF SALES
ARE YOU ?

3. WHAT TYPE OF SALES
ARE YOU ?

4. WHAT TYPE OF SALES
ARE YOU ?

5. Engage Customer
Investigate Needs
Present a Product
Demonstrate the Product
Propose a Purchase
Negotiate Terms
Answer Objections
Close The Deals
The old VENDOR CENTRIC sales ways are mostly
NEVER WORKS!
Hopefully 

6. CUSTOMERS DON’T WANT YOU TO SELL
ANYTHING
TO THEM

7. THEY HAVE THEIR OWN IDEA
ABOUT WHAT AND HOW
THEY WANT TO BUY

8. Customer Centric Sales Process
• The customers decide their
problem or opportunity
• The customer quantify the
economic consequences
• The customer defines their selection criteria for
solution
• The customer evaluates alternatives for benefit
and risks
• The customer select a vendor …or decide not to
buy at all

9. Sales Process is ADAPTIVE
rather than manipulative
Hence…

10. TARARENGKYU