Customer-Focused Selling

Research clearly demonstrates that customers dislike being sold" and desire to make decisions to buy based on perceptions of the salesperson as trustworthy, an adequate problem solver, and one who adds value. This two-day, skill-building workshop trains sales professionals in a consultative sales process and in competencies for demonstrating relationship skills and problem-solving skills.

Course Benefits:

Program participants will gain:
  • An increased level of self-esteem and self-confidence
  • Better management of time and territory
  • An enlarged toolbox with additional creative problem solving skills
  • Increased sales with new and existing accounts through competitive differentiation
  • The ability to increase the service and satisfaction of customers by better meeting their needs

Course Objectives:

  • Effectively listen, question, and solve relevant customer problems
  • Create and deliver on-target presentations
  • Handle buyer resistance
  • Ask for the business and close the deal
  • Support customers in their buying decisions

Course Content:

  • Overcoming four obstacles to being perceived as a top sales professional
  • Reducing relationship tension and building rapport
  • Using listening skills and questioning techniques
  • Utilizing methods to clearly understand the customer needs
  • Writing effective letters summarizing your understanding of the customer needs
  • Practicing closing techniques as they relate to a customer's style of buying behavior
  • Handling buyer resistance and objections
  • Supporting the customer in their decision to buy

Who Should Attend:

  • New and experienced sales people
  • Marketing professionals
  • Service professionals with sales responsibilities