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Oxford Management Centre

Customer-Focused Selling Strategies

Next dates

Nov 24—28
5 days
Dubai, United Arab Emirates
USD 4950
USD 990 per day

Description

Introduction

Today’s rapidly advancing technologies and competitive environment are transforming the business landscape in a way that requires a shift in thinking with respect to traditional sales and marketing methods. Developing strong customer relationships is critically important for promoting sustained revenue growth in a difficult and demanding marketplace. Unfortunately, marketing dollars are wasted if valuable prospects are contacted by salespeople who cannot present themselves, their products, or their organisation in a professional manner.

This fast-paced and interactive training course is designed to give delegates the communication skills, persuasion strategies, and negotiation techniques they require to overcome objections, close sales, and improve customer service. The emphasis of this training course will support delegates in developing the sales and marketing fundamentals needed to increase sales effectiveness and promote new business opportunities. There is no substitute for a well-trained and highly-motivated sales team!

  • Uncover customer expectations and cross-selling opportunities by utilizing active listening skills and questioning techniques
  • Interpret the meaning of key body language gestures such as; interest, critical judgment, deceit, dislike, decision, and disbelief, etc.
  • Use Social Media, the Marketing Mix, and Market Segmentation to increase sales
  • Customize a sales presentation by quickly and accurately identifying a customer’s temperament style; Aggressive, Expressive, Passive or Analytical
  • Overcome objections such as; “I want to think about it.” “It costs too much.” “I can get it cheaper elsewhere.”

Programme Objectives

By the end of this programme, delegates will be able to:

  • Describe effective strategies for developing new business opportunities
  • Incorporate Social Media marketing best practices to increase sales revenue
  • Utilize body language to build trust and rapport face-to-face or over the phone
  • Design a multimedia sales presentation
  • Overcome customer sales objections and close the sale

Training Methodology

This training course encourages delegate participation through a combination of lectures, group discussion, practical exercises, case studies, video clips, and breakout sessions designed to reinforce new skills.

Organisational Impact

  • Enhanced professionalism and public image in the marketplace
  • Increased revenue growth through higher sales effectiveness
  • Expanded market penetration through sales territory management
  • Improved customer satisfaction and loyalty
  • Increased employee morale and retention

Personal Impact

  • Increased sales effectiveness
  • Enhanced negotiation, persuasion and presentation skills
  • Overcome the negative effects of sales rejection
  • Improved stress management techniques
  • Greater job satisfaction and career advancement potential

Agenda

Day1 - Presentation and Communication Skills Development

  • Characteristics and best practices of highly-successful salespeople
  • Active listening and questioning skills to identify a customer’s needs and concerns
  • The power of nonverbal communication
  • Selling to the four customer types: Aggressive, Expressive, Passive and Analytical
  • Identifying cross-selling and upselling opportunities to generate additional sales
  • Designing a multimedia sales presentation

Day2 - Customer Service Best Practices

  • The 7 customer service expectations
  • Four cornerstones of customer service excellence
  • How to use customer service to increase sales
  • Working with difficult customers in a professional manner
  • Going the “extra mile” to exceed customer expectations
  • Internal and external customer satisfaction surveys

Day3 - Customer Negotiation Strategies for Win-Win Outcomes

  • Reasons why customers don’t buy
  • Dr. Robert Cialdni’s 6 principles of persuasion
  • Developing a win-win negotiation strategy
  • Words and tones to avoid
  • Giving and receiving constructive feedback
  • How to overcome sales objections; “I want to think about it.” “It costs too much.” “I can get it cheaper elsewhere.”

Day4 - The Impact of Social Media Sales and Marketing

  • Benefits of using Social Media marketing
  • Keeping up with changing technology
  • Avoiding common Social Media marketing mistakes
  • Best practices for Social Media sales and marketing
  • Increase sales effectiveness by leveraging blogs, Twitter, Facebook, YouTube, and Linkedin
  • Monitoring your organisation’s Social Media reputation

Day5 - Strategies for Promoting Increased Sales Effectiveness

  • Your attitude makes a difference
  • How to handle sales rejection and stay positive
  • Goal setting for business and personal development
  • Time management tips to increase daily productivity
  • Stress management techniques
  • Developing a Plan of Action

Who should attend

  • Sales territory account representatives
  • Sales and marketing managers
  • Field service representatives
  • Sales and marketing support team members
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