North America

Interactions with customers are too important to leave to chance. Conceptual Selling® Customer-Focused Interactions helps salespeople better prepare for their time with customers. The result is purposeful meetings and win-win outcomes.

To maintain a highly competitive sales force, every interaction with customers must be conducted to either move an opportunity forward or improve the relationship. This program enhances how salespeople execute in all of their interactions with customers, whether a scheduled multi-attendee meeting or an impromptu one-to-one.

Two processes happen whenever a salesperson meets with a customer. While salespeople have typically been trained to focus on the selling process, from the customer’s perspective there is also a buying process that must be recognized and understood. Solving the misalignment between these two processes is an outcome of Conceptual Selling® Customer-Focused Interactions.

There is no such thing as one-size-fits-all solutions or value propositions for customers. The only way to understand what will help you win is to ask the right questions and listen. This program provides a simple, repeatable structure that is essential for anyone who interacts with customers.

Conceptual Selling® Customer-Focused Interactions supports organizations in their efforts to:

  • Execute against a plan to become a more customer-focused organization 
  • Differentiate your sales team against competition
  • Professionalize your sales force
  • Engage cross-functional departments in your customer management strategy
  • Eliminate non-productive customer meetings
  • Ensure opportunities are advancing toward closed business with every interaction
  • Strengthen customer relationships

Who should attend

This program is right for any member of your team who regularly interacts with customers and prospects. This could include people working in a variety of disciplines, including sales, account management, business development, sales support, engineering, senior leadership and customer service.

How your organization will benefit

Enable salespeople to:

  • Plan for every customer interaction to ensure productive use of the salesperson’s and customer’s time
  • Conclude every meeting with clear actions for both sides to ensure the opportunity continues to move forward
  • Ask questions that will uncover critical information
  • Add discipline to customer meetings, so they are client-focused and results oriented
  • Identify and align the selling process with the place customers are in the buying process

Enable sales managers and senior leaders to:

  • Identify where to best allocate resources, including their time, for customer meetings
  • Ensure the sales process is moving forward with every customer interaction
  • Professionalize the sales team by enabling consistent best-practice behaviors

Delivery Options

Whether you are looking for in-person training, digital options, an integrated approach or a blended solution, we can ensure an experience that best suits your workforce.

Instructor Led Training

Digital Learning Options

Integrated Training

Enhance Your Sales Skills