Customer - Focused Selling Strategies

Introduction

Today’s rapidly advancing technologies and competitive environment are transforming the business landscape in a way that requires a shift in thinking with respect to traditional sales and marketing methods. Developing strong customer-focused relationships is critically important for promoting sustained revenue growth in a difficult and demanding marketplace. Unfortunately, marketing dollars are wasted if valuable prospects are contacted by salespeople who cannot present themselves, their products, or their organisation in a professional manner.

This interactive GLOMACS Customer-Focused Selling Strategies training course is designed to give delegates the communication skills, persuasion strategies, and negotiation techniques they require to overcome objections, close sales, and improve customer service. The emphasis of this training course will support delegates in developing the skills and confidence needed to increase sales effectiveness and promote new business opportunities. There is no substitute for a well-trained and highly-motivated sales team!

• Employ effective questioning and listening techniques to uncover customer needs and expectations
• Incorporate nonverbal communication strategies to enhance presentation skills
• Utilize time-proven negotiation techniques and persuasion skills
• Address and resolve customer objections and close the sale
• Develop prospecting skills to target new business opportunities

Objectives

By the end of this training course, delegates will be able to:

• Create an action plan and prioritize to maximize selling effectiveness
• Use a customer-focused selling approach to close more sales in less time
• Customize your sales presentation to appeal to each of the four customer “buying styles”
• Incorporate Social Media marketing best practices to increase sales revenue
• Proactively manage key-account customers to promote additional sales
• Effectively organize their schedule to achieve sales goals and build a pipeline

Training Methodology

This Customer-Focused Selling Strategies training course encourages delegate participation through a combination of lectures, group discussion, practical exercises, case studies, video clips, and breakout sessions designed to reinforce new skills.

Organisational Impact

• Foster a company-wide professional sales culture
• Increased revenue growth through higher sales effectiveness
• Expanded market penetration through sales territory management
• Improved customer satisfaction and loyalty
• Increased employee morale and retention

Personal Impact

• Increased sales effectiveness
• Advanced negotiation, persuasion and presentation skills
• Greater job satisfaction and career advancement potential
• Improved daily productivity through goal setting and time management techniques
• Enhanced communication and interpersonal skills