Customer Focused Selling


1- or 2-day Workshop

Our sales training Customer Focused Selling (CFS) gives the participants specific knowledge to improve their sales results. Use people science as your sales secret weapon. Take the mystery out of your sales performance and give your sales representatives the tools to better understand prospects and themselves.

CFS  is an effective sales training that provides all the necessary sales knowledge for consultative selling, with a strong focus on the areas of improvement identified by first completing the sales test SSAT.

The benefits are well documented and the results are clear: 

  • Increased sales volume
  • Increased close ratio
  • More efficient and productive use of sales time
  • More efficient sales management process
  • Greater cross-selling volume
  • Greater repeat and referral sales
  • Better differentiation from competitors 

What will you learn?

By the end of this workshop you will be able to:

  • Understand a prospect’s perspective and how to show them the value of your product.
  • Quickly identify the characteristics and needs of people with different buying styles.
  • Utilize effective listening, empathy, and communication skills to guide conversations.
Customer Focused Selling

Training overview

Length 1-2 days
About Sell from the client’s perspective and combine a Selling Skills Assessment with targeting learning to help participant improve their selling skills
How? In-house training
Venue Optional virtual or on-site
Who? Primarily for managers/leaders, client success managers and sales professionals


Who should attend?

  • Account Executives
  • Sales Representatives
  • Business Developers
  • Client Success Managers
  • Sales Professionals at any level

Selling from the client's perspective

What impact will you see?

    • Improved sales performance through benchmarking and continuous development of your salesforce
    • A strategic approach to selling that capitalizes on the talent and strengths of your sales team
    • Increased sales conversion rates driven by the clear articulation of value and understanding of the client’s viewpoint

What will you learn?

    • Use the Customer Focused Selling process to create strong customer relationships.
    • Understand the prospect’s perspective and how to sell from their viewpoint.
    • Quickly identify the characteristics and needs of people with different buying styles.
    • Utilize effective listening and questioning strategies to guide conversations.
    • Overcome objections and move the sales process forward.
    • Expand relationships and achieve better sales results.

We chose CFS mainly because it is a consultative way of selling with 5 clear and easy to understand steps.  CFS is a way of getting inside the customers world and selling from their perspective, something we often tend to forget about when selling off our own agenda.  In addition, this selling style is easy to use when coaching and developing our sales people.  CFS, with the excellent assistance and guidance from Predictio and Michael Kirk-Jensen, has allowed us to increase our revenue but more so become a part of our culture and everyday sales life.

Ryan M. Wesselschmidt, Vice President Sales – EMEA och Asia Pacific – Husqvarna Construction Products