Customer-Oriented
Selling is the most comprehensive and flexible sales development programme
available in the marketplace today. Your sales force will learn how to
build successful business relationships by helping customers achieve both
their business and personal objectives.
COS 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.
COS
offers a route to more satisfied customers, more successful salespeople
and better long-term business relationships.
Who
Will Benefit?
New and experienced salespeople, sales managers, and marketing personnel.
The
flexibility of one-, two- and three-day implementation options enables
you to tailor the delivery of COS to a specific audience.
Objectives
Participants in COS will be able 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.
Course
Length and Format
The core COS program is a two-day, interactive workshop for 6 to 18 participants.
One- and three-day versions are also available. Activities include:
• facilitator
presentations and skill modelling
• readings
• video modelling
• group discussions and problem-solving exercises
• extensive application of the skills and concepts to
your sales environment
• multiple pair practices and role-play exercises built
around your products or services
• immediate feedback and critique of the participants'
use of COS skills and techniques.
A
Vital Learning programme
