Overview
This two-day course equips sales professionals with the mindset, skills, and strategies to transition from a product-centric to a customer-centric selling approach.
The program emphasizes creating value for customers, managing long-term relationships, and addressing common challenges in the sales process. Through practical exercises, participants will develop negotiation, objection handling, and closing techniques while building confidence to manage diverse customer interactions effectively.
Learning Objectives
- Understand the shift from product-focused selling to customer-centric marketing
- Define the role of a professional salesperson as a trusted advisor
- Comprehend customer perspectives and buying decision models
- Master sales negotiation principles and techniques
- Acquire objection handling, closing, and follow-up skills
- Develop customer interaction plans and actionable sales strategies
Course Outline
1. The Marketing Concept
Reviews the evolution of selling approaches—from product and selling concepts to the modern marketing concept.
2. Professional Selling
Defines the role of a professional salesperson, compares order-taking with consultative selling, and introduces the sales cycle.
3. Understanding the Customer’s Perspective
Explores customer types, ethical challenges, and the five-stage model of buying decisions.
4. Conducting Market Research
Introduces the importance of market research and practical methods such as surveys and focus groups.
5. Sales Negotiations
Covers principles, types, and structured steps in effective sales negotiation.
6. Objection Handling, Closing Sales & Follow-Up
Practices techniques to address objections, close deals confidently, and maintain follow-up for stronger relationships.
7. Managing Interactions with Customers
Guides participants in designing customer interaction and communication implementation plans.
8. Action Planning and Wrap-Up
Summarizes course content and supports participants in creating a personalized sales action plan.
Duration
2 Full Days
Target Audience
Sales professionals, account managers, and business development executives seeking to enhance their sales effectiveness and adopt a customer-focused approach.
Learning Methodology
- Highly Engaging – Connects intellectually and emotionally with participants
- Interactive – Includes discussions, role plays, and simulations
- Innovative – Brings in the latest sales thinking, tools, and frameworks
- Participative – Uses a Socratic approach to encourage ownership of learning
- Experiential – Immerses participants in real-world practice, case studies, and interactive activities
Program Benefits for the Organization
- Sales teams aligned with customer-centric strategies
- Stronger customer relationships built on trust and value
- Improved negotiation, objection handling, and closing skills
- Increased confidence and professionalism among sales staff
- Actionable sales plans that translate into measurable results
Customization & Flexibility
The program can be customized to align with industry-specific sales processes, organizational goals, and customer engagement priorities.
Facilitator Profile
Delivered by an experienced facilitator specializing in sales training, negotiation strategies, and customer relationship management. (Full profile available upon request.)
Impact Measurement
- Role-play evaluations and facilitator feedback
- Participant self-assessments and reflections
- Development and review of personalized sales action plans
Logistics
- Group Size: Up to 25 participants per session (recommended)
- Delivery Format: Face-to-face, hybrid, or virtual
- Materials Provided: Participant workbook, slides, sales case studies, and action planning templates
Note
Final content, scheduling & itinerary are subject to mutual agreement between client, organizers, and trainers, and may change depending on logistics and facilities. Training content Intellectual Property (IP) remains with the Instructional Designer.