Advanced Customer Profiling Training Course

Details Audience and Pre-Requisites Course Outline / Curriculum Schedule Dates and Booking Enquiry

Course Overview on Advanced Customer Profiling

Advanced Customer Profiling Training Workshop, covering an overview of the POSITION Model, use of the Industry Battle Cards, creating a DMU map, understanding the 4 Contact Types, and building a Customer Persona using a customer persona template tool.

What You Will Learn

The Advanced Customer Profiling Training Course is an intensive and interactive 3-day workshop building on basic sales techniques. The workshop focuses on the Customer segment of the Value Proposition Canvas with industry and organisational details used to refine understanding of customer needs and pains.   The final outcome is the development of a detailed customer contact persona.

Delivery Methods

Delivery Method Duration
Classroom
Instructor-led classroom-based training. Classes are scheduled at various conference centres in the Sandton area or your premises. Stationary and printed manuals or online resources are included. Refreshments, including 2 tea breaks and a cooked meal for lunch are provided. Training is between 9 am to 4 pm.
Classroom
3 days Get a Quote
Live Virtual Training
This course is delivered live via Microsoft Teams. You will be able to see and hear the instructor, view their whiteboard, and ask questions or communicate in the chat. Attend from the comfort of your own home or private office.
Live Virtual Training
3 days Get a Quote

Discounts Available

Brochure:

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Information may change without notice.

Audience

Internal and External sales consultants, sales staff, customer service agents, and Sales Managers across all industries requiring complex selling and negotiation in South Africa and Africa.

Pre-Requisites

Basic sales experience

Course Outline / Curriculum

  1. Understand the customer journey referencing the POSITION MODEL.
  2. Review and understand the reasons for knowing your customer well and identify knowledge and opportunity GAPS.
  3. Know and refine the sources of information to develop the customer profile (Battle cards, etc).
  4. Build the DMU of a customer organisation to understand the roles involved and how decisions are made.
  5. Use the tools to populate a customer profile on a distinct role using a standard template.
  6. Build conscious competence in Advanced sales skills.

Schedule Dates and Booking

There are currently no scheduled dates.

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