Consumer Psychology: Sales Strategies for Sustainable Growth

Consumer Psychology: Sales Strategies for Sustainable Growth

Location

MST 1009

Duration

Online / In-class

5 Days

Contact with our Team

Sector:

Marketing & Communications

Technical Focus Area:

AI-Driven Digital Marketing & Automation

About the Course

Traditional sales methods that focus primarily on features and price are no longer sufficient in today’s demanding markets. This course helps participants adopt a customer-focused mindset that prioritizes understanding the customer’s expectations, challenges, and preferred “buying style.” Delegates learn to listen more effectively, ask smarter questions, and interpret both verbal and nonverbal communication so they can tailor their approach to each individual customer. The result is a more professional, credible, and value-driven sales experience for both seller and buyer.

The training also explores powerful principles of persuasion, value-based selling, and win-win negotiation, enabling participants to confidently address objections and customer procrastination. Social media is treated as a practical sales tool, not just a marketing channel—delegates discover how to use platforms such as LinkedIn, Facebook, Twitter, YouTube, and blogs to generate leads, build credibility, and increase sales. Finally, the course emphasizes post-sale service as a strategic driver of repeat business and referrals, and guides participants in creating a personal, customer-focused selling action plan to continue improving long after the course ends.

Learning Milestones

By the end of this course, participants will be able to:
- Create a clear customer-focused action plan and prioritize activities to maximize selling effectiveness.
- Use a customer-focused selling approach to close more sales in less time while strengthening relationships.
- Customize sales presentations to appeal to each of the four customer “buying styles.”
- Employ effective questioning and listening techniques to uncover customer needs, expectations, and motivations.
- Incorporate social media marketing best practices to generate new leads and increase sales revenue.
- Proactively manage territory and key account customers to promote additional and repeat sales.
- Organize their schedule and pipeline more effectively to achieve sales goals and maintain a strong funnel.
- Apply time-proven negotiation and persuasion techniques to overcome objections and gain agreement.
- Leverage superior customer-focused service after the sale to improve loyalty, referrals, and long-term profitability.

Professional Audience

- Sales and Marketing Managers responsible for driving revenue and customer strategy
- Territory and Key Account Sales Representatives managing important clients and regions
- Inside and Outside Sales Representatives seeking to improve customer-focused selling skills
- Sales Support and Customer-Facing Team Members who influence buying decisions
- Business Development professionals looking to build long-term, trust-based customer relationships

Modular Syllabus

Communication and Interpersonal Skills for Customer-Focused Selling

- Understanding customer-focused selling and its impact on relationships and revenue
- Listening and questioning skills to uncover customer expectations and priorities
- Telephone and voicemail selling techniques that create a professional impression
- Words and tones to avoid: language that pushes customers away
- Engaging each customer’s preferred “learning style” for better understanding
- Interpreting the meaning of nonverbal communication (voice tone, pace, pauses)
- How to identify a customer’s “buying style” and adjust your approach
- Activity/workshop: Role-plays to practice questioning, listening, and style-matching

Persuasion, Value Selling, and Negotiation Techniques

- Common reasons why customers don’t buy—and what to do about them
- Dr. Robert Cialdini’s Principles of Persuasion and their ethical use in selling
- Selling with emotion, not just logic: connecting to motives and priorities
- Value selling: focusing on benefits and outcomes, not just features
- Win-win negotiation strategies to gain customer agreement without eroding trust
- Techniques to overcome sales objections and customer procrastination
- Structuring persuasive, customer-focused sales conversations
- Exercise: Designing value statements and objection-handling responses for your offers

Harnessing Social Media to Drive Customer-Focused Sales

- Benefits of using social media channels to increase sales and visibility
- Keeping up with changing technology and buyer behavior online
- 10 smart ways to increase online sales through social media
- How to avoid common social media selling mistakes that damage credibility
- Social media best practices for sales professionals (personal branding, posting, outreach)
- Leveraging blogs, Twitter, Facebook, YouTube, and LinkedIn to attract and engage customers
- Integrating social media activities into your overall sales plan and pipeline
- Group activity: Build a simple social media action plan to support your customer-focused selling

Delivering Superior Customer-Focused Service After the Sale

- The 7 traits of highly successful, customer-focused salespeople
- Using customer service as a strategic tool to generate additional sales
- The 4 cornerstones of customer service excellence and how they relate to selling
- Working with difficult and demanding customers while protecting the relationship
- Going the “extra mile” to exceed customer expectations and earn loyalty
- Designing follow-up activities that create genuine value, not just “check-ins”
- Using customer satisfaction surveys and feedback to improve your approach
- Case study: Turning a challenging service situation into a long-term opportunity

Building Your Customer-Focused Selling Action Plan

- Handling rejection with a positive mental attitude and resilience
- Prospecting and new business development using customer-focused methods
- Setting SMART goals for business and personal development in sales
- Time management tips to increase daily productivity and control your schedule
- Stress management techniques to maintain energy and motivation
- Combining all course elements into a practical customer-focused selling toolkit
- Creating a personal action plan to apply new skills in your territory or accounts
- Capstone: Present your customer-focused selling action plan and receive feedback

Course Dates & Prices

Location	Starting Date	Price
Dubai (UAE)	29/12/2025	2999 $
Online	05/01/2026	2299 $
Online	05/01/2026	2299 $
Dubai (UAE)	12/01/2026	2749 $
Dubai (UAE)	12/01/2026	2999$
Cairo (Egypt)	19/01/2026	2749 $
Online	19/01/2026	2299 $
Online	26/01/2026	2299 $
Muscat (Oman)	29/01/2026	2999 $
Dubai (UAE)	02/02/2026	2999 $
Muscat (Oman)	16/02/2026	2999 $
Online	16/02/2026	2299 $
Online	23/02/2026	2299 $
Dubai (UAE)	23/02/2026	2999 $
Online	02/03/2026	2299 $
Online	09/03/2026	2299 $
London (UK)	09/03/2026	3499 $
Dubai (UAE)	09/03/2026	2999$
Online	16/03/2026	2299 $
Istanbul (Turkey)	16/03/2026	2999 $
Dubai (UAE)	16/03/2026	2999 $
Online	23/03/2026	2299 $
Kuala Lumpur (Malaysia)	23/03/2026	4099$
Doha (Qatar)	23/03/2026	2999 $
Kuala Lumpur (Malaysia)	30/03/2026	4199$
Online	30/03/2026	2299 $
Dubai (UAE)	06/04/2026	2999$
Istanbul	06/04/2026	2749 $
Online	06/04/2026	2299 $
Dubai (UAE)	13/04/2026	2999$
Cairo (Egypt)	13/04/2026	2749 $
Online	20/04/2026	2299 $
Dubai (UAE)	27/04/2026	2999$
Online	27/04/2026	2299 $
London (UK)	27/04/2026	3499 $
Istanbul (Turkey)	04/05/2026	2749 $
Dubai (UAE)	04/05/2026	2999$
Kuala Lumpur (Malaysia)	11/05/2026	4099$
Online	11/05/2026	2299 $
Doha (Qatar)	11/05/2026	2999 $

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