Customer Centered
Selling Skills - 1 to 2 Days
As the name implies
the customer centered sales approach focuses
on the customer’s
needs – keeping the
customer “front and center” in the selling process. Participants
learn how to move the buyer’s awareness of his/her needs from
vague and obscure to clear and specific so that
buyer’s are motivated
to actively shop around for a solution that meets
their needs. This dynamic workshop develops seller behaviors for each
stage of the buyer’s
purchasing process. Participants will learn how
to:
- Effectively open a call to “get into” an
account you have been targeting
- Develop strong and enduring customer relationships
- Fact-find about the individual, company, product or service,
and the decision making process
- Effectively probe for customer needs, ensuring that questioning
is conversational rather than “staccato”
- Grow the need in the customers mind so that they move from unaware
to at least considering some form of action
- Develop and reframe/influence the customer’s needs so that
the solution looks like your product
- Effectively propose your solution so that the customer perceives
that it meets their specific needs
- Close, ask for the business, and build additional business based
on the initial sale
- Effectively manage your sales funnel and follow-up on the skills
gained
