CUSTOMER – FOCUSED SELLING STRATEGIES

SYNOPSIS: The rapidly changing innovations and competitive environment of today are shaping the business world in a way that needs a change in though with regard to conventional methods of sales and marketing. Developing good consumer-oriented partnerships in a competitive and challenging market environment is vital for fostering sustainable sales growth. Unfortunately, marketing resources are lost if potential customers are approached poorly by sales persons who are unable to portray themselves, their products or services or their organization professionally.

The aim of this training is to give participants, the people skills, persuasion methods and negotiating tactics they need to address objections, close sales and enhance customer service. The focus of this training seminar will help participants build the confidence and skills required to improve sales productivity and encourage new business opportunities.

COURSE OBJECTIVES

At the end of this training, participants will be able to:

• Develop an action plan and improve selling profitability
• Apply consumer-focused sales strategies in closing more sales deals in less time
• Integrate social media marketing techniques to improve profitability
• Design sales presentation that caters to each of the four consumer buying styles

COURSE CONTENT

Communication and Interpersonal Skills Development

• Listening and Questioning Skills to uncover Customer Expectations
• Telephone and Voicemail Selling Techniques
• Words and Tones to Avoid
• Engaging your customer’s preferred “learning style”
• Interpreting the meaning of Nonverbal Communication
• How to Identify a customer’s “buying style” 

Principles of Persuasion and Negotiation to Increase Sales Effectiveness

• Reasons Why Customers Don’t Buy
• Principles of Persuasion
• Selling with Emotion not Logic
• Value Selling: Selling Benefits not Features
• Win-Win Negotiation Strategies to gain Customer Agreement
• How to Overcome Sales Objections and Customer Procrastination

Delivering Superior Customer-Focused Service After the Sale   

• Using Customer Service to Generate Sales
• The 4 Cornerstones of Customer Service Excellence
• How to Work with Difficult and Demanding Customers
• Going the “extra mile” to exceed Customer Service Expectations
• Getting Feedback from Customer Satisfaction Surveys

Developing Your Customer-Focused Selling Action Plan 

• Handling Rejection with a Positive Mental Attitude
• Prospecting and New Business Development
• SMART Goals for Business and Personal Development 
• Time Management Tips to Increase Daily Productivity
• Stress Management Techniques
• Creating an Action Plan

TARGET AUDIENCE:Sales and Marketing Managers and their team members, Key Account Sales Representatives, Sales Representatives, and Individuals who wish to grow their knowledge and expertise in sales practices and procedures