Customer Oriented Selling

Customer-Oriented Selling offers your company a direct route to more satisfied customers, more successful salespeople, and better long-term business relationships. This program teaches a consultative process for developing an understanding and agreement between the customer and your salespeople.

Your salespeople will learn how to be responsive consultants working to achieve the customers' business objectives through your products or services. It's a logical, respectful, non-manipulative approach that works.

The core program is a two-day, interactive workshop. One and three-day versions are also available. The workshop improves participants' selling effectiveness through activities that include:

  • Facilitator presentations and skill modeling.
  • Readings.
  • Video modeling.
  • Group discussions and problem-solving exercises.
  • Extensive application of the skills and concepts to your sales environment.
  • Multiple pair practices, table group, and role play exercises built around your products or services.
  • Immediate feedback and critique of the participants' use of skills and techniques.
  • Video vignettes of real world comments and tips from successful salespeople in various industries.

Participants will be able to:

  • Learn to determine the customer's objectives and situation factors.
  • Understand and use the key customer-focused communication skills.
  • Prepare for and learn from each sales call through pre- and post-call analysis.
  • Conduct sales calls using a proven four phase customer focused sales process.
  • Effectively handle obstacles without feeling uncomfortable or adversarial.