An Intensive 5-day Training Course
Customer-Centric Selling Master Class
The Customer Experience (Cx), The Only Thing That Matters
CLASSROOM DATES
INTRODUCTION
Customer expectations have evolved dramatically. A single online review or social media post can influence brand perception instantly, making customer-centricity not just a goal but a necessity. The Customer-Centric Selling Master Class training course by EuroMaTech is designed to empower professionals with the mindset, strategies, and tools to put the customer at the heart of every sales interaction.
This course explores the principles of consultative and value-based selling—approaches that prioritize customer needs, motivations, and outcomes over transactional techniques. It challenges traditional sales assumptions and introduces research-backed insights into what differentiates top-performing sales professionals from the rest. Participants will learn how to engage customers through situational questioning, uncover hidden value, and build trust-based relationships that lead to sustainable business growth.
Attending this Customer-Centric Selling Master Class will help participants:
- Understand customer psychology and decision-making drivers
- Master high-gain questioning techniques to uncover real value
- Communicate with authenticity, empathy, and persuasive impact
- Create compelling value propositions that resonate with buyers
- Develop consultative approaches that transform customers into loyal advocates
TRAINING OBJECTIVES
The EuroMaTech Customer-Centric Selling Master Class training course aims to enable participants to:
- Identify the traits that distinguish top-performing sales professionals from average performers
- Apply consultative and customer-centric selling models to enhance success rates
- Evaluate and adopt the three guiding principles of effective sales approaches
- Conduct purposeful, structured sales calls that build trust and drive decisions
- Strengthen fundamental selling and negotiation skills
- Overcome stalled or complex sales situations through consequence-driven dialogue
- Communicate value convincingly and avoid feature-centric selling
- Develop confidence in influencing diverse customer types
- Understand how mindset, attitude, and belief systems influence the sales process
WHO SHOULD ATTEND?
This Customer-Centric Selling Master Class is ideal for professionals seeking to strengthen their sales and client engagement capabilities by aligning their approach with customer needs. It is particularly beneficial for:
- Sales Professionals seeking to transition from transactional to consultative selling
- Sales Managers and Directors leading high-performance sales teams
- Marketing Professionals responsible for crafting customer-driven campaigns
- Key Account Managers managing strategic client relationships
- Customer Service and Liaison Professionals focused on enhancing client satisfaction
- Public Relations and Government Relations Executives managing stakeholder communication
This course is equally valuable for anyone looking to enhance their influence, persuasion, and relationship-building skills in both professional and social contexts.
TRAINING METHODOLOGY
The EuroMaTech Customer-Centric Selling Master Class training course employs an experiential and participative approach to learning. Delegates will engage in a combination of theory, practice, and peer collaboration to ensure deep learning and skill application.
- Interactive presentations supported by real-world examples and research findings
- Group exercises and simulations based on actual selling scenarios
- Role-playing sessions that encourage application of customer-centric principles
- Case studies from diverse industries illustrating best practices in value-based selling
- Peer coaching sessions to reinforce learning through teaching and feedback
- Tools and templates for effective sales planning and communication
This blended methodology ensures that participants not only understand the concepts but also develop the confidence to apply them immediately in their workplace.
TRAINING SUMMARY
The Customer-Centric Selling Master Class by EuroMaTech transforms the traditional sales mindset into a modern, consultative approach rooted in empathy, insight, and value creation. It bridges the gap between behavioral psychology, persuasion science, and practical selling techniques—turning sales professionals into trusted advisors who deliver tangible results.
- Enhanced ability to communicate persuasively and with confidence
- Proven techniques to uncover and articulate true customer value
- Greater flexibility in handling complex and high-pressure sales situations
- A clear framework for consultative, customer-focused selling
- Improved confidence in managing objections and closing deals ethically
- Deep understanding of behavioral economics and buying psychology
- Tools for fostering long-term trust, credibility, and customer loyalty
TRAINING OUTLINE
Day 1: Consultative Selling Skills
- The Characteristics of Top Salespeople
- The Power of Attitude and Belief
- The True Meaning of Value, How It Is Created, How It Migrates and How It Is Captured
- Stop Selling, Start Consulting
- Earn the Right to Speak
- The Skills of Being Insightful
- Forensic Questioning Skills
- Compelling Openings, the Single Compelling Proposition
- Exercises
Day 2: Communicating in a Customer-Centric manner
- Rapport & Non-Verbal Communication
- Active Listening
- The ‘Value Onion’
- Uncovering Real Needs
- An Objection is a Gift, Use It
- Problems, Consequences, Needs and Payoffs
- Harnessing the Power of Persuasion
- Closes that Work
- Call Development Strategies
Day 3: The Customer’s Mind, a User Manual
- Customer Personality Types
- Exercises
- The Science of Persuasion
- Exercises
- Behavioural Economics, (We Don’t Think the Way We Think We Think)
- Human Motivation
Day 4: Building Compelling Value Propositions
- Customer Segmentation
- Exercises
- Creating Customer Personas Workshop (In Groups)
- Role-Play
- Exercises
Day 5: Creating Value in the Real World Workshop
- Developing Elevator Pitches That Get Attention and Access
- Techniques for Earning Trust Workshop
- Exercise
- Role-Play
- Features, Advantages, Benefits and Handling Objections in a Customer-Centric Manner
- Needs – Payoff Statements Workshop
- Groupwork
- Closing Workshop
- Role Play
- Summary, Review & Close
CALL ME BACK
Do you wish for us to conduct this course at your premises?
Discover In-House Solutions
ACCREDITATION
EuroMaTech is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.NASBARegistry.org.
Euromatech is a Knowledge & Human Development Authority (KHDA) approved training institute in Dubai, licensed and approved to deliver training courses in the UAE.
The KHDA is the regulatory authority in the UAE, that oversees administering, approving, supervising, and controlling the activities of various education providers in the UAE. We are proud of our commitment to ensuring quality training courses and status as a KHDA-approved training provider.
FAQ
EuroMaTech provides a range of ISO certification and compliance training courses, including:
- ISO 9001 – Quality Management Systems Training
- ISO 45001 – Occupational Health & Safety Management Training
- ISO 14001 – Environmental Management Systems Training
These courses help organizations adopt internationally recognized standards and improve their overall performance.
To register for a training course, you can:
- Visit the EuroMaTech website, browse the available courses, and follow the online registration process.
- Contact EuroMaTech’s support team for assistance with course selection or inquiries about corporate training solutions.
EuroMaTech stands out as a leader in training and professional development due to:
- 30+ years of experience delivering high-impact training courses across industries.
- Accreditations from leading institutions, ensuring top-tier course quality and recognition.
- A portfolio of thousands of training courses, serving professionals at every level.
- A focus on innovation and future-ready learning models, including blended and digital training.
- Long-term partnerships with organizations globally, ensuring sustained success through talent development.
EuroMaTech has successfully delivered thousands of training courses, with thousands of professionals from over 50 countries attending annually.
We are happy to share the profiles of our expert instructors. To learn more about their qualifications and experience, please contact us [email protected]
We provide two flexible training formats to suit your preferences:
- Classroom Training: Experience in-person learning with expert instructors. Engage in interactive discussions, hands-on activities, and benefit from face-to-face networking.
- Online Training: Join live online sessions from anywhere, offering flexibility for those with busy schedules or who prefer remote learning.
- In-House Training: We can bring our training directly to your organization, allowing for tailored sessions that address your specific needs and objectives.
Yes, we provide tailored training solutions designed to meet the specific needs of your organization. Customized courses can be delivered either in-person or online, and you can select the dates and duration that best fit your schedule. For more details, please contact us at [email protected]
Yes, we can assist you with the following:
- Corporate Discount: If available, we can extend our corporate discount for your stay at selected hotels.
- Hotel Suggestions: We can provide recommendations for nearby hotels based on your preferences and budget.
Feel free to explore online booking platforms for the most cost-effective options.
