Dale Carnegie Course: A Cilent-Centered Sales Approach
Name: Dale Carnegie Course: A Cilent-Centered Sales Approach
Date: February 27, 2020
Time: 2:00 PM - 4:00 PM PST
Registration: Register Now
Dale Carnegie Course: A Client-Centered Sales Approach
Being able to listen to our clients and understand their needs is critical in sales. Yet these are often overlooked by our eagerness to close a sale. We become focused on selling our products or services that we at times don’t know what’s our client’s true needs. Great sales individuals have a high level of emotional intelligence and are able to see their client’s point of view to provide solutions that address their needs. Through active listening, we are able to uncover their “dominant buying motive.” We are then able to paint a clear picture of their needs and provide a solution that aligns with the results they are looking for.
Once we have a common vision of the desired solution, we can then utilize one of several methods to close the sale.
What we’ll learn:
- Buy vs. Sell
- Listening Ladder
- Word Picture
- Closing Techniques
Oscar Toscano has 20 years of business development experience working closely together with his clients to ensure their business success. His attitude and commitment as a business partner, resource, and consultant have delivered results-oriented solutions to his clients.
Oscar has been involved with Dale Carnegie since 2009 where he’s played an active role in marketing, business development, sales management, and training. He is currently VP of Sales & Channel Partners and a Dale Carnegie certified Sales and Presentation Trainer. During this time, he’s worked with Orange County companies in the creation of strategy and execution of team member development to achieve organizational goals. He’s worked with and trained individuals in Orange County from companies such as Irvine Company, Johnson & Johnson, Behr Paint, Allergan, Northgate Gonzalez Markets, Parker Aerospace. Oscar has also been an active member of the Orange County Business Community participating in numerous chambers of commerce.