Customer - Focused Selling Strategies

By the end of this seminar, participants 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.

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.
• Selling with emotion not logic
• Value selling: Selling benefits do not feature.
• Win-Win negotiation strategies to gain customer agreement.
• How to overcome sales objections and customer procrastination

Harnessing the Power of social media to Make More Sales

• Benefits of using social media to increase sales.
• Keeping up with changing technology
• 10 smart ways to increase online sales through social media.
• How to avoid social media selling mistakes
• Social Media best practices for sales professionals
• Leveraging blogs, Twitter, Facebook, YouTube, and LinkedIn

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

For Whom:

Marketing & Sales Personnel

Training Methodology

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.