Customer-Oriented Selling

Your company's potential to expand on the international marketplace is tremendous but the cost of selling is high and the return is sometimes disappointing. The solution lies in attending to the special skills of selling in a global environment. This workshop will refocus the emphasis from the products and services to the customer's needs and wishes, where it belongs. This technique is also sometimes known as consultative selling.

Topics include:

  • Active listening skills
  • Focus on the customer rather than the product
  • Identifying customer needs
  • Helping customers to see the possibilities by using your solution
  • Selling the benefits rather than the features
  • Handling objections
  • Intercultural differences

Typical workshop length: 1-3 days

Usual number of participants: 6 to 14

Methods: In addition to presentation of material, participants will conduct and analyze their performance in numerous short sales situations. In at least one role play, a video recording will be made for analysis. Small group work; video playback of a variety of selling situations.


Cross-Cultural Preparedness
Presentation Skills
Negotiation Techniques
Conflict Management
Customer-Oriented Selling
Trade Fair Selling
Global Team Building & Integration
Coaching Skills
Global Leadership Skills
Self-Assessment & Self-Management
Turning Pressure into Performance
Media Strategy & Crisis Response Planning