Customer Focused Selling
Make the Most of the Sales Talent within your Organization
All sales professionals think that they’re focused on the customer. However, in many cases, they’ve actually focused on something else altogether, like communicating product knowledge or convincing the customer to buy. Being customer focused means putting aside all of that and actually being 100 percent present for the customer.
Know your strengths. Find your weaknesses.
Our Selling Skills system helps you quantify and improve the skills needed to execute a successful customer focused and consultative approach to selling, manage a high-performing sales organization, assess the areas of strength and weakness within your organization, and then train your sales forces to master those skills to achieve better sales results.
The Selling Skills Assessment Tool (SSAT) provides the specific data you need to increase the sales production and customer interaction skills of your whole team by giving you an objective look at people’s strengths, skills, and areas for improvement. It provides a detailed, accurate quantification of the sales and judgment skills of individuals, teams and the company as a whole, and is designed for multiple sales positions and industries to
mirror your specific situation.
For those wanting to start by taking a clear picture of what the sales organizations looks like now, the SSAT is a great choice. This diagnostic tool provides the specific data needed to increase sales production and customer interaction skills of a team by providing an objective look at individual team member’s strengths, skills, and areas for improvement. It provides a detailed, accurate quantification of the sales and judgment skills of individuals, teams and the company as a whole, and is designed for multiple sales positions and industries to mirror specific situations. The SSAT is an easy-to-administer online survey that assesses the five critical skills essential for a customer-focused and consultative approach to selling:
- Building trust and credibility
- Identifying client needs
- Presenting products/services and articulating their value
- Handling objections and gaining agreement for the sale
- Creating customers for life with effective positioning
MEASURE YOUR SKILLS: Selling Skills Assessment Tool
This easy-to-administer online survey examines 25 key aspects of selling skills clustered into five areas. The SSAT gives participants insight into their sales strengths and areas of growth to increase their overall effectiveness. The SSAT reports give sales managers important metrics at three levels: individual contributor, sales team, and sales organization.
The SSAT measures the five critical skills for a customer-focused and consultative approach to selling:
• Building trust and credibility
• Identifying client needs
• Presenting products/services + articulating value
• Handling objections and gaining agreement
• Creating customers for life with effective positioning
BUILD YOUR SKILLS: Customer-Focused Selling
To build selling skills, strategies and capabilities, The Predictive Index offers Customer-Focused Selling ™ (CFS), a proven method of building capabilities in assessing the needs of prospects and clients, articulating your message in the best way to be heard, dealing with any concerns or resistance, and gaining agreement. CFS is an effective sales training program that provides all the core competencies needed for effective consultative selling, based on the areas of improvement identified by the SSAT. In a highly interactive learning format, CFS delivers the specific knowledge your team needs to consistently achieve better sales results. Participants leave the workshop ready to apply new skills to their everyday interactions with customers and prospects. CFS is available in one- and two-day formats.
For larger sales forces, CFS is available in a comprehensive, certified, Train-the-Trainer format which brings delivery and reinforcement back to your organization, and customizes the training to reflect your specific business environment.
EXPAND YOUR LEADERSHIP IMPACT: Sales Coaching
Your sales managers are the critical leverage point for achieving consistent long-term sales improvement. Coaching is a sales management skill that is critical to the ongoing development of your sales reps. While Customer-Focused Selling teaches your people how to sell better, our coaching programs — Coaching for Sales Growth™ and Coaching to Excellence™ — give sales managers the skills to drive day-to-day performance, quarter after quarter. Many sales organizations have a typical bell curve — a small group of top producers, a small group of lower performers, and a larger group of adequate producers who have not reached their potential.
- Our two innovative and comprehensive sales coaching programs give managers the skills to work with every rep along this continuum for improved performance.
Ready to start a conversation about achieving breakthrough results?
