Concepts of Customer Focused Selling
•What are some important characteristics of a sales professional?
•At one time it was not unusual for sales people to focus on pushing a product or service in a way we call the “hard sell.”
•Things have really changed! Customers expect to be consulted and want relationships with their sales people.
•In order to keep your pipeline full, it’s important to attract a variety of customers.
•You can do this with a range of networking activities.
•Many top salespeople learned a tremendous amount about sales by cold calling.
•Reverse networking focuses on introducing people who can benefit from one another.
The Sales Cycle
Initiate – •In order to keep your pipeline full, it’s important to attract a variety of customers.•You can do this with a range of networking activities.•Many top salespeople learned a tremendous amount about sales by cold calling.•Reverse networking focuses on introducing people who can benefit from one another.
Build – •Once you meet your client, you begin building your relationship with them.•These relationships are based on trust.•Remember that your presentation has to appeal to them from their point of view.•Customer focused selling is consultative.•How can you build those relationships?
Manage – •Focus on serving your customers by offering solutions, resolving problems, meeting their needs, and getting their agreement to buy.•Work with your USP.•The amount of attention that they will give you is limited.
Optimise – •Grow the relationship with results and problem solving•Set up long term relationships•Help top up your pipeline•“No” doesn’t necessarily mean the end of a relationship!•Evaluate what you have done throughout this sale
Customer focused selling
•Customer focused selling is about selling from the other person’s perspective.
•It is a complex process that requires attention and practice.
•In the early stages of your relationship with a client, your goal is to use customer focused selling to build trust and credibility.
•How can you build trust and credibility with clients?
Customer Testimonials – EchoStar Europe Headquarters
Interview skills and CV Writing
We were asked by Eurostar to provide an Interview skills and CV Writing training course for employees that had been made redundant. As part of their package they were offered training to assist them in their search for new employment.
Taylor Mason provided 2 separate days of training for over 20 delegates and a 3rd day for one on one advice and overviews of the delegates current CV’s
The feedback from the course shows the attending delegates gain great advice, tips and techniques and were more confident about their next interview.
Contact us now and talk to one of our advisers to ask any question you may have about our training.
Category: Marketing & Sales Strategy