Customer-Focused Selling Strategies

Objective:

(Not specified)

Content:

Communication and Interpersonal Skills Development

• Introduction to the customer-focused selling approach and its significance
• Identifying the importance of understanding customer expectations and behavior
• Exploring listening and questioning skills for sales personnel
• Techniques for telephone and voicemail selling
• Listing words and tones a salesperson must avoid during communication with customers
• Understanding the signs and meaning of non-verbal communication
• Exploring the four styles of customer buying

Principles of Persuasion and Negotiation to Increase Sales Effectiveness

• Identifying the main reasons why customers decide not to buy
• Describe the principles of Persuasion according to Dr. Robert Cialdini
• Differences between selling with emotion and selling with logic
• Definition and characteristics of value selling
• Exploring a win-win negotiation strategy for gaining customer agreement
• Techniques for overcoming customer procrastination and sales objections

Harnessing the Power of Social Media to Make More Sales

• Identifying the benefits of using social media platforms for sales
• Ways of increasing sales through social media channels
• Exploring common social media selling mistakes
• Best practices for sales personnel on social media
• Discovering methods of using blogs, Twitter, Facebook, YouTube, and LinkedIn in sales
• Case study on leveraging social media to increase online sales

Delivering Superior Customer-Focused Service After the Sale

• Characteristics of professional and outstanding salespeople
• Identifying the importance of using customer service in generating sales
• Techniques for customer service excellence
• Techniques for dealing with difficult and demanding customers
• How to go above and beyond to surpass customer service expectations
• Techniques for developing customer satisfaction surveys to get feedback

Developing a Customer-Focused Selling Action Plan

• Techniques for handling rejections with a positive attitude
• Methods for prospecting and new business development
• Defining a new business development
• Steps in setting SMART goals for both personal development and business
• Exploring time management techniques to improve productivity
• Techniques for stress management
• Activity: Develop an action plan for personal development