An Intensive 5-day Training Course
Customer - Focused Selling Strategies
Demonstrating Compelling Value Propositions for
Commercial Success
Course 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-focused 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 interactive Customer-Focused Selling Strategies 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 skills and confidence needed to increase sales effectiveness and promote new business opportunities. There is no substitute for a well-trained and highly motivated sales team!
- Employ effective questioning and listening techniques to uncover customer needs and expectations
- Incorporate nonverbal communication strategies to enhance presentation skills
- Utilize time-proven negotiation techniques and persuasion skills
- Address and resolve customer objections and close the sale
- Develop prospecting skills to target new business opportunities
Objectives
By the end of this Customer - Focused Selling Strategies training course, delegates will be able to:
- Create an action plan and prioritize to maximize selling effectiveness
- Use a customer-focused selling approach to close more sales in less time
- Customize your sales presentation to appeal to each of the four customer “buying styles”
- Incorporate Social Media marketing best practices to increase sales revenue
- Proactively manage key-account customers to promote additional sales
- Effectively organize their schedule to achieve sales goals and build a pipeline
Training Methodology
This Customer-Focused Selling Strategies 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
- Foster a company-wide professional sales culture
- 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
- Advanced negotiation, persuasion, and presentation skills
- Greater job satisfaction and career advancement potential
- Improved daily productivity through goal setting and time management techniques
- Enhanced communication and interpersonal skills
Who Should Attend?
This Oxford Management Centre Customer-Focused Selling Strategies training course is for anyone who desires to expand their expertise in sales best practices and procedures. Delegates do not require any previous sales experience to benefit from this Oxford Management training.
This training Course is suitable for a wide range of sales professionals, but will greatly benefit:
- Sales and Marketing Managers
- Territory and Key Account Sales Representatives
- Inside and Outside Sales Representatives
- Sales Support Team Members
Course Outline
Day One
Communication and Interpersonal Skills Development
- Listening and Questioning Skills to uncover Customer Expectations
- Telephone and Voicemail Selling Techniques
- Words and Tones to Avoid
- Engaging your Customer’s preferred “learning style”
- Interpreting the meaning of Nonverbal Communication
- How to Identify a Customer’s “buying style”
Day Two
Principles of Persuasion and Negotiation to Increase Sales Effectiveness
- Reasons Why Customers Don’t Buy
- Dr. Robert Cialdni’s Principles of Persuasion
- Selling with Emotion not Logic
- Value Selling: Selling Benefits not Features
- Win-Win Negotiation Strategies to gain Customer Agreement
- How to Overcome Sales Objections and Customer Procrastination
Day Three
Harnessing the Power of Social Media to Make More Sales
- Benefits of using Social Media to Increase Sales
- Keeping-up with Changing Technology
- 10 Smart Ways to Increase Online Sales through Social Media
- How to Avoid Social Media Selling Mistakes
- Social Media Best Practices for Sales Professionals
- Leveraging Blogs, Twitter, Facebook, YouTube, and LinkedIn
Day Four
Delivering Superior Customer-Focused Service After the Sale
- The 7 Traits of Highly-successful Salespeople
- Using Customer Service to Generate Sales
- The 4 Cornerstones of Customer Service Excellence
- How to Work with Difficult and Demanding Customers
- Going the “extra mile” to exceed Customer Service Expectations
- Getting Feedback from Customer Satisfaction Surveys
Day Five
Developing Your Customer-Focused Selling Action Plan
- Handling Rejection with a Positive Mental Attitude
- Prospecting and New Business Development
- SMART Goals for Business and Personal Development
- Time Management Tips to Increase Daily Productivity
- Stress Management Techniques
- Creating an Action Plan
Certificate
On successful completion of this training course, Oxford Management Centre Certificate with eligible Continuing Professional Education credits (CPE) from National Registry of CPE Sponsor will be awarded to the delegates
Accreditation
In association with
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FREQUENTLY ASKED QUESTIONS
Yes, we provide assistance in securing both hotel reservations & entry visa on all our international training venues, for delegates attending our training courses. For further information / assistance, please contact our Customer Service at:
- Telephone: +971 50 985 0174
- E-mail: info@oxford-management.com
Yes, Oxford Management Centre is accredited by the following professional bodies;
National Association of State Board of Accountancy (NASBA)
The Oxford Management Centre is registered with NASBA as a sponsor of Continuing Professional Education (CPE) on the National Registry of CPE Sponsors. NASBA have final authority on the acceptance of individual courses for CPE credit.
Yes, discounts are available. For further information please call +971 50 985 0174 or email, info@oxford-management.com
Note: Discounts are not applicable with any other special offer that may be available.
All course bookings made through Oxford Management Centre are non-refundable. By registering for a course, you acknowledge and accept that fees are payable in full and are not subject to refund under any circumstances, including but not limited to participant dissatisfaction, changes in personal or professional circumstances, or partial attendance.
Oxford Management Centre reserves the right to make reasonable adjustments to course content, trainers, or schedules where necessary, without entitling delegates to a refund. Full details of each course – including objectives, target audience, and content – are clearly outlined prior to enrolment, and it is the responsibility of the delegate to ensure suitability before booking.
There are 2 easy ways to register:
- Online: Select the training course you want to register for, Click the “Book Your Place” button on the course page, complete the form and click submit.
- E-mail: Send your details to info@oxford-management.com
We request that all cancellations be made at least one week before the class start date. You may reschedule this class without any penalty. If not, a $250 fee will be charged for cancellations received less than one week before a class begins and for no-shows. Cancellation penalties and any fees incurred by Oxford Management Centre will be deducted from refunds.
For more information request, email info@oxford-management.com or call +971 50 985 0174.
The classroom training fees include course presentation, relevant materials, physical & digital documentation, lunch and refreshments served during entire training. Accommodation and transportation are not included in the training course fees.
While, online training fees cover the course presentation and digital documentation and relevant materials.
The Oxford Management Centre Certificate of Completion with corresponding CPE credits shall be awarded to delegates who has successfully completed the training course.
Payment must be received before the training course commences. You can make payment by bank draft, cash, credit card or wire transfer.
Note: If the payment is not received, Oxford Management Centre has the right to refuse admission.
Upon receipt of your registration form, we will send you the following by e-mail:
- Registration Confirmation
- Invoice/Receipt (where appropriate)
If you register online you will receive an e-mail within 24 hours confirming your registration.
