Business Management Competency

Customer Focused Selling

Master customer-focused sales strategies to build trust, personalise experiences, and close deals in today’s competitive market.

4.8

Course rating

2

Modules Covered

Overview

In today’s competitive business landscape, sales professionals face challenges from economic uncertainty, longer sales cycles, and rapid technological changes. Customers are better informed and expect personalised buying experiences tailored to their needs. This programme equips salespeople with the skills to differentiate their products and services, build strong customer relationships, and communicate effectively to drive sales success. Ideal for sales teams aiming to enhance credibility, customer focus, and performance in a complex market environment.

Your Learning Outcomes

Apply the mindset and skills used by high-performing professional salespeople.

1

Establish trust and rapport through the sales conversation.

2

Progress sales opportunities by using a consultative, customer-focused approach.

3

Handle customer resistance and objections in a professional manner.

4

Present solutions in a compelling way linked to specific customer needs.

5

6

7

8

9

Designed for

• Sales Executives • Sales Emerging Managers • Sales Managers • Sales Senior Managers

Training Modules

Modules framework for professional development

• The Neuroscience of Selling: Understanding the buying and selling experiences.
• The Sales Process: The phases that customers go through during their buying journey.
• Effective Communication: Master techniques for asking quality questions, empathetic listening, and responding to client needs.
• Opening and Concluding: Strategies to open and frame a sales conversation and draw it to a close.

• Capability Statements: Position your organisation in an engaging and compelling way.
• Defining Needs: Exploring current and desired situations to define needs, implications and pay-offs.
• Presenting Solutions: Putting the customer at the centre when presenting your solution.
• Handling Objections: Unpacking, exploring and dealing with questions and overcoming resistance.
• Closing the Sale: Facilitating the buying decision.

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Subject Matter Expert

Mark Johnson

Over 25 years’ consulting experience in sales and leadership development. Expertise across industries including finance, technology, healthcare, and manufacturing. Skilled in learning strategy and tailored program design for impactful training. Passionate about helping leaders and teams unlock their full potential. Combines innovative techniques with proven methods for sustainable growth. Former Regional Head of Leadership and Management Practice at a global consultancy. Founder of Crackerjack, focused on empowering leaders and high-performing teams.

Words from our Participants

We value every voice — here’s what our clients have to say about their experience with us.

Ready for the next step?

Get the skills, structure and hands-on experience to launch your career.

RM 2,400

MIM Member

RM 2,700

Non-MIM Member

All the fee is subject to 8% SST.

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