Advanced Selling – A Customer-Centric Selling Approach

About the Program

We often ask the question, what differentiates a high-performance sales professional from a good sales professional? Frequently, the answers we get doesn’t sway far from the following:

From the healthcare professional’s perspective, high-performance sales professionals

• Deeply and truly care about their problems, not just trying to sell or ask questions for the sake of asking
• Know what’s going on in the market
• Can relate to their needs
• Know his products well and does not put down the competitors

From sales managers’ perspective, high-performance sales professionals

• Are motivated and self-driven
• Know the territory and customers well
• Know how to manage resources effectively
• Are a team player

For a sales professional, lacking any of the above abilities would mean missing the opportunity to maximize your performance.

Objectives

This program focuses on the skills and important structure needed in a sales call which helps to obtain a successful customer-focused engagement, a better understanding of customer’s needs, value articulation, and ultimately close the deal.

In this workshop, you will learn:

• What are winning mindsets
• How to develop insights to gain a competitive advantage
• How to identify must-win accounts
• How to develop a structured approach to understand customer insights
• How to probe beyond product needs
• How to create strategic and effective call planning
• When and how to close confidently
• How to maximize revenue by cross-selling and up-selling

Outcomes

Advanced Selling program helps you to:

• Optimize resource deployment
• Create a competitive advantage by building a sales culture that is aligned with customer needs
• Build a profound and trust-based relationship with key customers
• Develop long-term customer partnership by moving to a customer-centric approach

Training Facilitator

Reservations

LNS Training Terms & Conditions.