CUSTOMER-ORIENTED SELLING

Facilitator Kit

Participant Workbook

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Customer-Oriented Selling teaches a consultative process for developing understanding and agreement between the customer and your salespeople throughout the sales process. It’s a logical, non-manipulative approach that works. COS develops proven selling skills while teaching your salespeople to be responsive consultants — individuals sincerely interested in helping to achieve the business objectives of their customers with your products or services.

Objectives:

• Learn to determine the customer‘s objectives and situation factors.
• Understand and use the key customer-focused communication skills.
• Prepare for and learn from each sales call through pre- and post-call analysis.
• Conduct sales calls using a proven four phase customer focused sales process.
• Effectively handle obstacles without feeling uncomfortable or adversarial.

Skill Points:

• Opening the call.
• Determining situation factors and customer objectives.
• Presenting your recommendations.
• Getting a commitment.
• Managing sales obstacles.

Course Length
Classroom: 2 days

DiSC^®-POWERED SELLING

Participant Workbook

Complete Program

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What if we could adapt our selling style to various types of customers, reducing miscommunication and lost sales? The goal of this program is to help participants understand their selling tendencies and adapt to their customers' needs, generating more satisfying results.

Objectives:

• Discover different customer needs and preferences.
• Explore how to communicate with each customer style.
• Practice adapting your selling approach.
• Create action plans to apply new skills.

Everything DiSC^®Sales

Help your sales people connect better with their customers.

Participants learn how to read the styles of their customers. The result is salespeople who adapt their styles to connect better — and close more sales.

Everything DiSC Sales focuses on three vital areas:

• Understanding Your DiSC® Sales Style
• Recognizing and Understanding Customer Buying Styles
• Adapting Your Sales Style to Your Customer’s Buying Style

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