Customer-Oriented Selling

Customer-Oriented Selling is a comprehensive and flexible sales development program that will train your sales force to build successful business relationships by helping customers achieve both their business and personal objectives. Customer-Oriented Selling teaches your team a plan for developing an understanding between the customer and your salespeople throughout the sales process.

Get up and running immediately using
Customer-Oriented Selling facilitator kits and workbooks!
Customer-Oriented Selling
Order Form
Customer-Oriented Selling Facilitator Kit
Participant Workbook
Facilitator Guide

Customer-Oriented Selling Training Details

Customer-Oriented Selling develops proven selling skills while teaching your sales team to be responsive consultants - individuals genuinely interested in helping to achieve the business objectives of their customers with your products or services. This program provides a logical, non-manipulative approach that works. In short, Customer-Oriented Selling offers a route to more satisfied customers, a more successful sales team, and better long-term business relationships.

Delivery Options

  • 4-hour classroom program
  • 1-hour online course
  • 6-18 participants recommended

Course Objectives

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

Customer-Oriented Selling Benefits

  • Learn how to open sales calls.
  • Present your recommendations.
  • Get a commitment.

Customer-Oriented Selling Participant Workbook

Customer-Oriented Selling Participant Workbook
  • Cognitive Exercises
  • Forms for Workshop Activities
  • Skill Practice Aids
  • Video Synopsis
  • Job Aids Section

Customer-Oriented Selling Facilitator Guide

Customer-Oriented Selling Facilitator Kit
  • 4-hour workshop designed for 6-18 participants
  • Complete instructions on how to facilitate the workshop
  • Explanatory text for the trainer
  • Sample trainer narrative
  • DVD containing scenarios in office and industrial settings that display positive skills discussed in the program
  • Transcripts of video segments
  • Annotation notes
  • CD with PowerPoint Presentation and handouts
  • Self-Assessment Worksheet
  • Memory Jogger Card