The Customer-Focused Sales Process

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  Makes Sense

  Yes. A customer-centric sales process that is linked to the customer's buying process makes sense most of the time. The sales professional can shape the buying process, especially if the customer is new to buying the offering or there are a lot of decision points within the process. Utlimately, the recurring thread or principle in most of businesss is that if you help the customer to reach/exceed their business objectives (could be personal and professional objectives), good things happen - sales are made, profit is thrown off, and customers stay loyal. It's also known as the law of indirect effect.