Selling from the Client’s Point of View

Create a consistent, customer-focused way of selling from the first conversation through long-term loyalty. Participants learn how to move beyond product-centered selling and build a disciplined approach around the client’s goals, priorities, and success.

PROGRAM OVERVIEW

Selling From the Client’s Point of View provides an integrated approach to selling built around the customer rather than the seller’s products, processes, or agenda. Participants examine how preparation, questioning, client intelligence, value creation, strategy, differentiation, closing, and loyalty work together to create sales superiority. The program matters because isolated sales techniques rarely create a consistent customer experience; participants should expect a practical framework and supporting concepts they can use to improve the quality of sales calls and make their overall selling approach more disciplined, relevant, and differentiated.

SKILL & OUTCOME DEVELOPMENT

Apply a more disciplined approach to strategy winning business and loyalty

Create value and differentiation throughout the sales process

Uncover meaningful client goals priorities issues and opportunities

Prepare and conduct more customer-focused sales calls

TARGET AUDIENCE

Sales, Bus Dev Reps

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