Sales Skills - Understanding Your Customer

Sales Skills - Understanding Your Customer

Updated Nov 08, 2018

Course Description

This course will provide an understanding of how customers reach their buying decisions, helping you to make a professional impression and increasing your chances of success.

Learning Objectives

  • Appreciating the factors that affect buyers in different selling situations
  • Identify the different factors influencing the buying process
  • Finding out about your customer
  • Learn the importance of the Decision Making Unit
  • Finding out what motivates the buyer
  • Learn what a buyer looks for in a supplier
  • Know the importance of customer care
  • Gathering and analysing customer feedback
  • Learn how to act on customer feedback
  • Understand Extension selling, Cross selling and Up selling

Course Contents

  • Buying Situations
  • Your Customer
  • Managing Customer Expectations & Problems
  • Customer Care
  • Extension Selling
  • Including: Check my Understanding Tests and Full Course Test

Course Duration

90-120 minutes