Customer-Focused Consulting (Business Communication)
- Two-day program
- Designed for professionals – Business owners, consultants, engineers, technical sales, etc…
- Orientation to professional business communication
- Studying the customer’s business
- Three levels of management
- Characteristics of the three management levels
- Transactional vs. consulting sales
- Tools for studying the industry and company
- Approaching the prospect
- The telephone approach
- Diagnosing the customer’s current condition
- Common customer problem areas
- Diagnostic questioning
- Understanding the customer’s concept
- Determining decision-making criteria
- Capitalizing on your strengths
- Planting the seed
- Addressing areas where you are weak
- Developing a game plan
- Presenting a winning proposal
- Detecting and resolving fear-based concerns
- Handling backward movement
- Reaching agreement and asking for commitment
- Setting expectations and objectives
- Testing to measure progress
- Nourishing productive relationships
- Cultivating the account
- Referrals and testimonials
- Account growth strategies
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