Certified Travel Associate Practice

What is customer-focused selling in sales?

1. Features

2. Open Questions

3. Probing

4. The sales approach in which salespeople act as consultants whose knowledge, skill, and motivation will lead buyers to purchase decisions that best suit their needs

The correct answer is: The sales approach in which salespeople act as consultants whose knowledge, skill, and motivation will lead buyers to purchase decisions that best suit their needs

Customer-focused selling is defined as an approach where salespeople act as consultants, utilizing their expertise and motivation to guide buyers towards purchase decisions that align with the customers' specific needs. This method emphasizes understanding the customer’s unique situation, preferences, and challenges, allowing the salesperson to tailor their recommendations. By prioritizing the customer's interests and providing personalized solutions, this approach fosters trust and long-lasting relationships. Customers are more likely to feel valued when they perceive that a salesperson is genuinely interested in meeting their needs rather than just pushing a product. The other options, while important aspects of the sales process, do not encompass the overarching strategy of customer-focused selling. Features refer specifically to the characteristics of a product, open questions are a technique used to gather more information from customers, and probing is a method to delve deeper into customer needs. However, these techniques are tools that support the broader goal of helping customers make informed decisions based on their individual requirements.