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

Please click Get Included for additional information.

Q & A

Do you have a specific sales or sales management challenge? Send it our way, we would love to help!

Do you have a sales and / or sales management training / keynote opportunity? We welcome the opportunity to work with and for you!

Please contact Killing Herb Inc. to start the conversation and confirm available dates.
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