Today’s more competitive environment requires salespeople to work harder to retain and expand business. There are more and different types of competitors seeking the same customers.

Customers continue to grow in sophistication so sales approaches based on product/features differentiation are less effective. Customers expect quality products and services as the price of entry and they want to do business with fewer suppliers, who know their business, and they can trust.

With repeat business being more profitable than new business (due to lower acquisition costs) and a need to continually expand the customer base, salespeople must master skills that allow them to retain and grow existing clients while penetrating new accounts.

Target Audience
Sales and sales support people.

Key Topics
Customer Centered Selling is a 2-day program that focuses on the following:

• Economics of building long lasting customer relationships
• What customers want from a salesperson
• Understanding the customer’s buying process
• Understanding customer options
• Customer centered selling model and skills
• Building internal support networks
• Phases of the sales process
:

Making initial contact

Determining customer’s needs

Exploring customer options

Creating the best solution

Presenting solutions

Setting customer expectations

Building the after-the-sale relationship

Outcomes
At the conclusion of this course participants will be able to:

• Identify their own costs associated with developing new customers versus retaining existing customers
• Identify what percentage of their customers are repeat buyers
• Understand what their customers’ value
• Link their sales process with the customer’s buying process
• Effectively demonstrate the use of the selling skills
• Develop an action plan for applying the sales model and skills to their current portfolio of customers and prospective customers
• Present a clear and effective solution to customer needs

For More Information
For more information, contact Carpe Diem Consultants, Inc. at info@loyalty-cdci.com or call us at 877-733-1320.

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