PROGRAM DETAILS

Introduction:

In today’s highly competitive market, businesses must adopt customer-focused selling strategies to succeed. The success of any business relies on its ability to sell its products or services effectively to customers. To do that, businesses must shift their focus from the traditional sales-oriented approach to a customer-focused approach.

A customer-focused approach involves understanding the customer’s needs, preferences, and values and tailoring the sales approach to meet those needs. This training program aims to equip participants with the necessary skills and knowledge to sell products or services from a customer’s perspective. By the end of the program, participants will be able to apply customer-focused selling strategies to their respective fields, build rapport with customers, and close more sales.

Learning Objectives:

By the end of the program, participants will be equipped with the knowledge and skills required to:

• Understand the importance of customer-focused selling strategies.
• Learn the key principles of customer-focused selling.
• Develop effective communication and listening skills.
• Identify customer needs and preferences.
• Create a personalized sales approach for each customer.

Training Methodology:

The training program will consist of a mix of lectures, case studies, group discussions, and practical exercises. The trainer will use real-life examples to illustrate the concepts and ensure that participants understand how to apply them in their respective fields.

Target Audience:

This training program is designed for sales representatives, account managers, and anyone involved in sales activities.

Day 1: Understanding Customer-Focused Selling

• What is customer-focused selling?
• Why is customer-focused selling essential in today’s market?
• How to build a customer-focused sales approach
• Techniques for creating a customer-focused sales strategy
• Understanding the customer’s perspective

Day 2: Key Principles of Customer-Focused Selling

• Identifying the customer’s needs and preferences
• Creating a personalized sales approach
• Building rapport and trust with customers
• Active listening skills
• Communicating value to the customer

Day 3: Effective Communication Skills

• Communication styles and their impact on the customer
• How to communicate effectively with customers
• Verbal and non-verbal communication techniques
• Building rapport through effective communication
• Handling objections and conflicts

Day 4: Sales Techniques

• Building a sales pitch
• Developing a sales script
• Understanding the sales process
• Closing the sale
• Upselling and cross-selling techniques

Day 5: Personalized Sales Approach

• Creating a customer profile
• Understanding the customer’s journey
• Developing a personalized sales approach
• Using customer feedback to improve the sales approach
• Continual improvement of customer-focused selling strategies.