Everybody Loves Customer Centric Selling

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Global Watchtower

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Posted by Renato S. Beninatto on January 11, 2006 in the following blogs: Translation and Localization
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If you are in retail, you probably heard the mantra "location, location, location" as the three key success factors for a store. When it comes to services like translation and localization that are provided in multiple locations for clients scattered all over the world, the key for sustained growth is sales, and the mantra should be "process, process, process."

In fact, the single biggest mistake company owners make is to believe that sales just "happen." The reality is that sales is a process and the most successful sales organizations are those that embrace a methodology, such as Strategic Selling from Miller Heiman, Spin Selling by Neil Rackham, or Sandler's Sales Training.

For many years, the translation industry embraced Michael Bosworth's methodologies -- Solution Selling, first, and now Customer Centric Selling. Berlitz, Bowne Global Solutions, and Lionbridge (which bought Bowne which bought Berlitz) trained all their salespeople and managers in this step-by-step consultative sales process.

Although Customer Centric Selling training is provided by franchisees all over the world, the parent company is now offering its webcasts in Chinese and Portuguese. The translation of the webcasts was announced today and includes text, audio and graphs. The comprehensive localization of Mike Bosworth?s webcast was performed by Washington, DC-based Globalization Partners International, Inc. (GPI) and delivered by On24, a global webcast and multimedia communication solutions company based in San Francisco. The multilingual webcast showcases GPI and ON24?s new webcast translation service offering for companies that want to produce webcasts in any language.

Full disclosure: Common Sense Advisory is offering a Customer Centric Selling workshop customized for the translation industry and a Sales Management Workshop for Translation Company Owners in February 2006.

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