CustomerCentric Selling^® Workshop

"Our customers tell us their number one competitor is losing to a decision of 'no decision'. We have identified four reasons why a buyer doesn't take action. The first reason is the seller was not at a decision maker level within the organization. The second is that the seller failed to identify the buyer's goal or objective. The third reason is lack of a solution and/or a lack of a transition vision. The lack of a solution is when buyers don't understand how your products or services can help them to achieve their goal. Lack of a transition vision is when the buyer doesn't have the confidence IS could implement it on time and on budget. The lack of a transition vision is when buyers don't understand how they are going to get from where they are to where they want to be. And the fourth reason for no decision is the buyer didn't have any value associated with your products or services. The CustomerCentric Selling^® Workshop provides you with capabilities to address all of these issues."

Michele I. Khoury, A Licensed CustomerCentric Selling^® Affiliate, Newport Beach, California

Workshop Objective
Developed with the fundamental belief that the understanding of the needs, goals and value to the customer are central to the prospect making a purchase decision, not necessarily the features of a particular product or service offering, CustomerCentric Selling^® was designed to align with the challenges of selling solutions in today's information technology marketplace.

Workshop Description
In CustomerCentric Selling^® we align with the seller and the marketplace by spending the first two days dealing with the prospects that are looking; goal admission, solution/need development, competitive strategies, qualifying the opportunity, qualifying the buyer, gaining access to the key players, identifying the steps that the buyer(s) need to take in order to make a decision accompanied with dates, checkpoints and responsibilities assigned, value justification, price negotiation strategies and how to close. It isn't until day three that we introduce business development strategies to tap into that large market segment that has not begun to look at changing. Included in business development approaches are seminar strategies, RFP strategies and Trade Show strategies. Also included are strategies on how to do a multi-person sales call, demonstrations and presentations; how to take control of existing prospect sale cycles and how to create the best time to close.

Sales and sales management are shown a repeatable, scalable, systematic sales process that enables them to align with how companies buy technology products and services by taking prospects from interest development to closure. The purpose is to eliminate or minimize the loses to 'no decision'.

Common Sales Issues Addressed
In this workshop sales people will learn how to execute the key selling skills, including:

Research has shown that adult learning takes place by doing. Incorporated throughout the workshop are labs, role plays and Case Study assignments.

The Case Study assignment focuses on improving the probability of success with a prospect. The participants have the opportunity to form specific strategies on how to manage an existing prospect or customer opportunity using CustomerCentric Selling^® strategies.

The organizational benefit is increased revenues, improved forecasting accuracy, and improved margins. Margin improvements can come from shorter sales cycles, more effective marketing campaigns and a lower cost of sales management and administration due to the implementation of a repeatable, objective sales process.

This instructor led workshop is delivered to individual organizations. Content is customized to reflect the customer's specific products and/or service offerings, selling cycles, selling environments and target markets.

Who Would Attend
Sales executives, sales managers, sales, pre-sales technical support, marketing and professional services. Anyone within the organization who interacts with prospects and/or customers or supports the sales function would also attend-i.e., President, VP of Marketing, VP of Professional Services, VP of Product Development, and VP of Finance (for the forecasting process). The value of the model is that it is a uniform company sales process. Everyone in the organization would have the same vocabulary and understanding of the sales process.

Prerequisite
None

Workshop Duration
3.5 days