Customer Focused Sales Interviews

Even experienced salespeople can misread a prospect's or customer's interests and needs. This program addresses how to identify three (3) major NEEDS and WANTS before making a Customer Focused sales interview.

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Program Length: One Half Day

Major Topics:

  • Areas of Interest for Different Job Functions
  • The F.I.N.D. Interview System (Facts, Interests, Needs and Desires)
  • Determining the Facts with Open/Closed Questions
  • Identifying, Ranking and Exploring 3 Areas of Interest
  • Determining Important Needs and Problem Areas
  • Finding the Prospect's Dream (their Personal Win)
  • Skill Building Practice Sessions
Benefits To The Organization:
  • Proposals address prospect's needs and interests
  • Consultative sales approach yields higher sales productivity and profitability
Benefits To The Individual:
  • Ability to determine prospect's primary motive to buy
  • Identification of prospect's needs and wants
  • Ability to ask key targeted questions
  • Utilization of a system for interviewing effectively
  • Enhance sales productivity  


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Participant Comments

"Excellent program. Helped me use a system to determine a prospect's real needs".

"I never thought about identifying a prospect's Personal Win before. It makes sense. Only wish I'd had this earlier in my career!"

"I'd highly recommend this program to other salespeople who want to enhance their sales. This is a key skill to a consultative sales approach".