CUSTOMER FOCUSED SELLING

Although products seem the same, features may look alike, and prices may be very close, all things are never equal. Either positively or negatively, the salesperson makes the difference in the mind of the potential customer.

Why? Because many people buy on emotion then they justify or rationalize the decision with logic later on.

When the prospective customer doesn’t “buy” the salesperson, the story about the company, product, and services is never heard. Thus, the sales professional must ensure that the message is heard by first gaining emotional acceptance from the potential customer.

CONTENT
1. Planning to Establish Trust
2. Creating Interest
3. Conducting a Customer-Focused Interview
4. Planning and Deliver an Outstanding Proposal
5. Handling Objections
6. Negotiating a Win-Win Agreement
7. Gaining Commitments

PARTICIPANTS
Sales Team , Front-line staff, Customer Service

EXCLUSIVE METHOD
Self Assessment, Case Story / Group Interaction

DURATION
One Day