Customer Led Selling 
Audience Objectives Content Arrangements Fees Feedback Pre Course Assessment Small Groups

Most people prefer to buy. In the right circumstances, buying is a pleasant experience that is generally more rewarding than being sold.

Instead of selling, help the customer make better decisions and better choices.

On this course discover how to have your customer do the selling. Use a process that always gets better results.

Online free Pre Course Assessment (Requires user login - free registration here)
To request the paper assessment form email customerservice@salessense.co.uk.

In five easy steps, learn how to have your customer do the work, enjoy the process, and get a better result. Get the critical questions answered, effortlessly.

Who Should Attend
Sales people responsible for selling complex products or solutions to other businesses will benefit most from this course. Sales and business managers who want to establish a more effective sales process will find answers in this course.

Objectives

• Gain complete understanding

• Get access to the right people

• Quantify the value to the customer

• Determine how much they will spend

• know who will take the critical decisions

• Understand how they will decide

• Define the right solution

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'Customer Led Selling' explains how to get concrete, verified, and validated answers to all of the difficult questions in a way that causes the customer to qualify the opportunity. By following this process, sales people help customers to sell themselves on the value of the opportunity and the necessity of action or to recognise the weakness of the plan and avoid the effort. Customers make better decisions and sales people concentrate on sales campaigns that lead to results.

The clear and specific requirements that emerge from the process enable sales people to identify or formulate the right solution and present it using the terms and criteria defined by the customer.

Adopting the 'Customer Led Selling' process eliminates the speculation and guesswork associated with traditional selling styles and empowers sellers and sales people to use resources effectively.

Course Content

How to benefit from the course

• Underlying principle

• Thought out and tested
• Learning the formula
• How it works

Before you meet

• Discovering Circumstances
• Little used sources of information

Discovering their issues

• The presentation trap
• The benefits trap
• Uncovering real leverage

Measurable leverage

• Domino question
• Anticipating the parry
• Preparing to persist
• Most useful questions

• Anticipating business advantage
• Anticipating personal advantage

Clearly expressed requirement

• Eliciting a definite requirement
• Checking for obstacles
• Identifying the way ahead

How they will decide

• Mapping the decision process
• Getting access to other influencers
• Understanding how we will be assessed

Better Decisions

• How the process helps the seller
• How the process helps the buyer

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Arrangements

Ten days before the course, participants gain access to the course resource directory, via a private area of our web site. This provides for pre course preparation and helps us to spend more time in practical exercises during the course.

Length - One day

Class size - Up to twelve

Learning - Lecture, discussion, exercises, application of methods to sales situations and   current sales prospects.

Customer Led Selling is fun, challenging, and effective in helping sales people improve the sales process and get better results. We guarantee an enjoyable day that leaves participants with renewed confidence in their skills and ability.

Outcomes

After completing this course participants will:

Have a reliable method for managing meetings
Be able to get customer buy in for the process
Know how to uncover real customer issues
Be able to have the customer quantify the value
Know how to expose obstacles - early
Be able to map the decision process
Be able to contact everyone involved
Be able to gain greater customer confidence
Be able to increase sales success
Be able to forecast more accurately
 

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Pre Course Assessment