Hello and welcome to this sales course entitled “Customer Requirements”. What does the customer ACTUALLY want? A salesperson needs to understand and uncover their customer’s needs so they can recommend the most suitable product/service to meet their requirements.
In this course we will cover the essential questioning and listening skills every sales person needs. We will also examine the differences between features and benefits and how matching benefits to a customers needs simplifies the sales process.
The final lesson in this module is a case study which shows the practical use of these essential skills.
On completion of this training course, you will be able to:
- Give examples of open and closed questions and list the advantages of their usage
- Summarise active listening strategies and explain why they are important to the sales process
- Differentiate between feature and benefits of a product \ service and outline why benefits are preferable in a sales context.
- Explore the use of questioning and listening skills and the use of product \ service benefits in a sales case study.
Who is this course for?
This course is perfect for people who are beginning a new career in Sales and have little or no experience in the area. You’ll get a good insight into just how the sales process works, and practical tips that you can put to use in real sales situations. This course is also great for people who already work in a sales position, as you’ll look at theories and strategies to really refine you skills.