Customer-Focused Selling is a comprehensive, consultative sales program for Sales Professionals who are ready to take their sales skills to the next level. Customer-Focused Selling is built on the premise that the purchase decisions always involve two sides-the Sales Process and the Purchase Process-and that you must understand both to be successful sales professional.
Who Should Attend
Sales Professionals, Sales Managers, Account Managers, Professionals with sales responsibilities.
Workshop Agenda
Flexible scheduling is available to meet your specific requirements.
Program Materials
Workshop manuals, sales tools and planners.
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Workshop Overview
In Customer-Focused Selling, you will learn how to identify the predictable five-stage Purchase Process that every customer goes through when making a purchase. Why is this important? Because your ability to determine which stage the customer is in will enable you to use the most appropriate selling skills to guide the customer through the Purchase Process to close more business.
 In this workshop, you will learn the key selling skills that relate to each stage of the Purchase Process. Customer-Focused Selling program covers ten major selling skills, and is based on the "best practices" demonstrated by top sales professionals in numerous Fortune 1,000 companies.
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What You Will Learn
1) Sales Process Alignment
- Understand the five stages of the Customer Purchase Process
- Learn the five stages of the Sales Process
- Align the Sales Process with your customer's Purchase Process
2) Building Relationships
- Five components of building trust relationships with your customers, the foundation of successful selling
- Active listening skills
- Three objectives of listening
3) Planning Customer-Focused Sales Calls
- Establish call objectives
- Use the Sales Call Planner to rapidly analyze and organize account and customer information
- Three essential elements to opening a sales call
- Capturing the customer's interest and attention
4) Identifying Priorities
- Differentiate between open and closed questions
- Asking consultative questions to identify customer needs, priorities and goals
- Key areas probe to uncover critical information
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5) Relating and Reinforcing Benefits
- Differentiate between features and benefits
- Connect benefits to features
- Relate benefits to customer's priorities
- Reinforcing benefits
- Presenting value-added benefits
6) Managing Customer Feedback
- Three techniques for obtaining customer feedback
- Interpreting feedback to determine customer's stage in the Purchase Process
- Proven model for overcoming client objections, including seven most common objections
- Managing positive feedback
7) Gaining Commitment
- Determine when to gain commitment
- Overcome reluctance to gain commitment
- Four steps to gain customer's commitment
- Negotiation tactics to obtain win-win results
For More Information
Call 1-800-490-0715 (ext. 107)
or Email Us
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Find Out How Your Organization Can Benefit
From Our Customer-Focused Selling Workshop!
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For More Information
Call 1-800-490-0715 (ext. 107)
or Email Us
Program Agenda
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