Developing a Customer-focused Sales Approach


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number



Overview/Description
Many organizations base their sales approaches on their own products and services, the duration and scope of their sales cycle, and other internal considerations that do not effectively meet the needs of their customers. But wouldn't placing the customer at the center of the equation generate better results? The short answer is yes. A customer-focused sales approach is structured around the customer's decision-making process and unique needs. But how do you know what these really are? What keeps customers up at night and drives their key purchasing decisions? This course provides invaluable insight into how to better understand your customer's real needs and outlines the benefits and potential barriers to implementing customer-focused sales approaches. The course also examines the impact of technology and its role in supporting and enhancing customer-focused sales by helping to develop and sustain long-term, mutually beneficial customer relationships.

Target Audience
Anyone who wants to gain a foundation in basic sales techniques and anyone who wants to develop or refine existing sales skills

Expected Duration (hours)
1.0

Lesson Objectives

Developing a Customer-focused Sales Approach

  • define the term customer-focused selling
  • recognize examples of barriers to customer-focused selling
  • recognize examples of appropriate use of the principles of customer-focused selling
  • use a customer-focused sales approach
  • identify how CRM supports customer-focused sales
  • define the term customer relationship management (CRM)
  • Course Number:
    sale_01_a06_bs_enus