Boost Your Sales by Putting Customers First

If you work in sales, developing a customer-oriented approach is key to reaching and exceeding your targets. This means understanding your customer’s needs deeply and offering solutions that genuinely solve their problems.

Customer-oriented selling requires empathy, foresight, and problem-solving—competencies that can be measured and improved with practice.

Customer-Oriented Selling Evaluation

Instructions for Responding:
Below are a series of statements describing sales-related behaviors. For each statement, assign a number corresponding to how often your collaborator exhibited that behavior in the last month, using the following scale:

1. Never
2. Almost never
3. Sometimes
4. Almost always
5. Always

At the end, add up the total score your collaborator accumulated and write it in the last box titled “Total Score.” Then, underline the level of customer-oriented selling achieved by your collaborator. Remember to also consider your customer satisfaction tool for a comprehensive evaluation.

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#	Statement	1	2	3	4	5
1	Once the customer expresses their problem, offers a product or service suitable to meet the need.
2	When asked, correctly responds about the features of products or services.
3	When asked, correctly responds about the company’s ethical policies for closing a sale.
4	Verbally expresses understanding toward the customer after the customer explains their need.
5	Responds assertively to customer requests.
6	Correctly answers customer questions about products or services.
7	Offers the product or service requested by the customer.
8	Requests that the customer uses a tool to evaluate their satisfaction.
9	When asked, correctly describes the sales process determined by the company.
10	Seeks feedback about performance from colleagues or immediate supervisor.
11	Requests information about past performance from their supervisor.
12	When asked, correctly responds about current offers and promotions of products or services.
13	Offers complementary products or services based on customer needs.
14	Realistically describes the advantages of products or services.
15	Adjusts behavior depending on the customer’s attitude.
16	Modifies the sales protocol based on feedback received.
	Total Score

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How to Use Your Customer-Oriented Selling Score with the Chatbot

Scoring:
For each statement, select the number (1 to 5) that best reflects how frequently the collaborator performed the behavior, where:

• 1 = Never
• 2 = Almost never
• 3 = Sometimes
• 4 = Almost always
• 5 = Always

Add all the selected numbers to get the Total Score.

Next Steps:

• Open the chatbot on this site.
• Enter your collaborator’s total score in the following format:
  “My Customer-Oriented Selling Score is: X points”
  (Replace X with the total score.)
• The chatbot will interpret the score, provide personalized feedback, and suggest mentoring options to improve this competency.