Why You Should Attend This Course

Selling is competitive and one way of winning sales for salespeople is to be a salesperson that delivers value to the clients and their organizations. During the sales process, the customer centric seller wears many hats as advisors, consultants and problem solvers to share how their products/services could bring the business values such as cost saving, profit maximization, product efficiency to the prospects/clients’  organizations.  The approach of the customer centric selling is to put the customer interest first and help them to build consensus, trust with the sellers and strengthen theur business collaboration in a more profitable business relationship.

This workshop provides participants with a combined sales process, skills and practical tips/strategies to engage with customers more effectively, and become the customers’ preferred service providers. 

What Benefits YOU Get

At the end of the course, the participants will increase confidence to: 

• Understand the customer centric selling  process and the approach of selling solutions rather than products
• Utilize the sales process, competencies and strategies to present solutions of value that meet the customers’ business needs 
• Become a top collaorative salesperson who brings value to customers and enhance sales performance

What YOU will Learn

• Gain a deeper understanding of the customers’ business needs, challenges and desired outcomes
• Develop the customer centric sales mindset and  behaviours when selling solutions 
• Prepare adequately for sales conversations, pre and post-call sessions to meet the customers’ specific needs and preferences
• Utilize the customer centric sales process and skills during the customer discovery stage prior the implementation of solutions
• Build rapport and customize presentation using the sales conversation approach for better customer engagement
• Ask relevant and appropriate consultative questions during the sales process to improve conversation rates
• Listen and respond to  various customer situations with relevant solutions that answer to their real needs,  pains and interests
• Manage objections in order to seize business opportunities, gain customers’ trust and purchase commitments
• Adjust your sales communication approach to match the buyers’ personality styles
• Close the sales with effective closing techniques to gain customers' commitments
• Follow up and nurture customers for long-term business relationships

How will YOU learn

This is a practical, interactive and lively workshop based on workplace scenarios in which the participants will learn the knowledge and application of skills through

• Interactive mini-lectures, 
• Simulated workplace case studies/scenarios
• Review discussions, role-playing and skills-building exercises
• Self/peer/facilitator assessments

Who Should Attend

New salespeople, sales professionals, sales managers, and business owners

Group size:    up to 16 people

Duration:       2 days, 9am-5pm