|
Customer-Oriented
Selling
Your company's potential to expand on the international
marketplace is tremendous but the cost of selling
is high and the return is sometimes disappointing.
The solution lies in attending to the special
skills of selling in a global environment. This
workshop will refocus the emphasis from the products
and services to the customer's needs and wishes,
where it belongs. This technique is also sometimes
known as consultative selling.
Topics include:
- Active listening skills
- Focus on the customer rather than the product
- Identifying customer needs
- Helping customers to see the possibilities
by using your solution
- Selling the benefits rather than the features
- Handling objections
- Intercultural differences
Typical workshop
length: 1-3 days
Usual number of participants:
6 to 14
Methods: In
addition to presentation of material, participants
will conduct and analyze their performance in
numerous short sales situations. In at least one
role play, a video recording will be made for
analysis. Small group work; video playback of
a variety of selling situations.
|
