Customer-focused Selling Strategies

Maximising Productivity and Sales Revenue

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Date Duration Venue Fees
17-21 Jun 2024 5 Days Dubai - UAE US$4,450 Register
16-20 Sep 2024 5 Days Dubai - UAE US$4,450 Register
16-20 Dec 2024 5 Days Dubai - UAE US$4,450 Register

Course Overview

The success of selling, with the intense competition and the complexity of the market, regardless of products or services, depends on the volume and the value of sales it can achieve in the relationship with the customer. The complexity of modern products and services and the need to create and maintain interpersonal and long-term relationships cause sellers to rely more on the skills and abilities of professional people. Selling is an ongoing dynamic process that affects our daily lives and is not limited to commercial practice only. It includes skills, desire, enthusiasm, creativity, confidence, and intention to succeed.

Clients simply need attention. The new market environment has tripled the need for adaptive, personalised selling, reaching client satisfaction and a complete customer relationship framework. Developing the communication and presentation strategy is key to effective customer treatment and higher achievement. Selling is the ultimate goal; however, the relationship is the key.

This Customer-Focused Selling Strategies training course offers appropriate practice for developing selling strategy skills, for more efficient work, and at the same time to propose the adjustments required in their adaptation for better connections and relationships with the customer. By developing these necessary skills for salespeople, the sales manager can improve its function to reach the quality of service, directing for a better quality of work and more significant market shares, stimulating the client directly to a more supportive and profitable integration.

Course Objectives

Customer Focused Selling means matching customers’ needs to the organisation’s products or services, by applying the rules of adaptation to client profiling and by implementing total sales quality to the benefit of the clients.

After the training course, the participants will learn to:

  • Build robust selling skills strategies
  • Increase sales by promoting personalised service strategies
  • Develop strategies to achieve goals and client interaction
  • Identify the distinctive role of Sales management within the organisation
  • Explain how Relationship Marketing, Networking and the Sales system interact
  • Build fruitful sales plans mastering the technology needs of the new market
  • Upgrade the perceived value of the offered products and services
  • Reform policies and benefits to direct customers to proposed solutions
  • Produce increased productivity and return rates

Target Audience

This training course is designed especially for people directing the sales management strategy to achieve a personalised performance of the selling function.

It is suitable for a wide range of working professionals, including (but not limited to) the following: 

  • Sales Directors
  • Sales Managers
  • Business Development Managers
  • Sales Supervisors
  • Small Business Owners/Managers
  • Client Service Managers
  • Operation Managers
  • Marketing Professionals
  • Promoting Salespeople and Representatives

Training Methodology

This training course uses a combination of interactive presentations and live discussions. It will be supported with case study workshops, videos, models, tables, and charts to consolidate learning and discussion of the findings. A summary recap will be linked to the topics by the end of each day to formulate a complete training programme. Upon request, it can include a final multiple-choice test on the material as a learning evaluation method.

Course Outline

Day One

Selling Skills and Process Strategies

  • Selling Skills Strategy
  • Why do we need to sell?
  • Self-Improvement in Dealing with the Customer
  • Customer Profiling Techniques
  • Four Personalities to Cope with: Who is the client?
  • Overcoming Personalised Objections
Day Two

Customer Service Orientation Strategies

  • Beyond Customer Service: Service Quality Meetings
  • Why do I care for the client?
  • Client Focus Excellence through Communication
  • Measuring and Evaluating our Offer
  • The Importance of Measurements in Sales
  • Pareto Rule and other Measurement tools
Day Three

Sales Performance Strategies

  • From Planning to Implementation
  • Analysis of Sales Performance
  • Key Performance Indicators (KPI)
  • Market Share Implications
  • Cost, Budget, and Profitability
  • Legal and Ethical matters
Day Four

Relationship Marketing and Networking Strategies

  • The meaning of relationship marketing
  • Models and approaches of Networking
  • Customer Loyalty, Retention, and Referrals
  • Customer Satisfaction and Profitable Relationships
  • Management of Customer Information and Data
  • How can digital marketing impact customer relationships?
Day Five

Salesforce Management Strategies

  • Identifying the Most Effective Product Mix for the Customer
  • Organising the Sales Operations for Optimal Performance
  • Recruiting, Training and Motivating Talent in Sales
  • Leading the Sales Department to customer needs
  • Controlling and Evaluating the Sales Function orientation
  • The Critical Success Factors for the Customer-centric Strategy


Upon successful completion of this training course, Newage Certificate will be awarded to the delegates.

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