Overview

This two-day course equips sales professionals with the mindset, skills, and strategies to transition from a product-centric to a customer-centric selling approach. The program emphasizes creating value for customers, managing long-term relationships, and addressing common challenges in the sales process. Through practical exercises, participants will develop negotiation, objection handling, and closing techniques while building confidence to manage diverse customer interactions effectively.

Learning Objectives

• Understand the shift from product-focused selling to customer-centric marketing.
• Define the role of a professional salesperson as a trusted advisor.
• Comprehend customer perspectives and buying decision models.
• Master sales negotiation principles and techniques.
• Acquire objection handling, closing, and follow-up skills.
• Develop customer interaction plans and actionable sales strategies.

Course Outline (Sessions)

1. The Marketing Concept
2. Professional Selling
3. Understanding the Customer’s Perspective
4. Conducting Market Research
5. Sales Negotiations
6. Objection Handling, Closing Sales & Follow-Up
7. Managing Interactions with Customers
8. Action Planning and Wrap-Up

Target Audience

Sales professionals, account managers, and business development executives seeking to enhance their sales effectiveness and adopt a customer-focused approach.

Learning Methodology

• Highly Engaging
• Interactive
• Innovative
• Participative
• Experiential