Customer Centered Selling

What to do when the client is not thinking about buying and isn’t even interested in meeting with the salesperson?

Salespeople can’t always count on the luxury of a meeting with a client who is interested in the product. It’s one thing when the client has shown initial interest in the product and is asking questions regarding the features of the product, and completely another when the client doesn’t feel the need to buy at this time.

Find out how your client buys!
During the Customer Centered Selling training course, salespeople discover how to speak with clients. Not about the product and its benefits, but about the client and his current background. Salespeople will learn what is the client’s level of interest in the purchase, and subsequently adjust the sales conversation to correspond to that particular level.

Who is CCS designed for?
CCS is intended for salespeople working in various fields (functioning in B2B as well as B2C situations) who are looking to expand their client base as well as increase their sales trough developing their list of current customers. Taking part in the training course will be an invaluable source of support for sales managers.

B-I-D-I sequence of questions
During the training course , we prepare participants to effectively use the proven B-I-D-I question
sequence by asking;
• Asking Background Probes to discover the customer’s current problem areas
• Asking Identifcation Probes questions to identify the problem
• Asking Development Probes to identify the full extent of the current problem
• Asking Impact Probes to get them to feel the pain of future problem

These questions assist us in conversations with clients. Participants learn ways to approach the client with such questions in situations where asking such questions might seem challenging.

Duration
Two days