Client-Centric Sales Techniques

• Understand strategic selling and learn how to map customer stakeholders to identify key decision-makers, influencers, and priorities across the buying process.
• Learn how to develop customer-centric value propositions that address customer needs, pain points, and business goals in a clear and relevant way.
• Strengthen questioning techniques to uncover meaningful stakeholder insights, reveal deeper needs, and improve the quality of sales conversations.
• Build the ability to communicate and capture value effectively by presenting solutions persuasively and supporting stronger commercial outcomes.

This course introduces the building blocks of customer centricity and what they mean for sales professionals.
Participants will explore customer portfolio analysis to support sales resource allocation, as well as stakeholder mapping, customer pain points along the buying journey, and the development of tailored value propositions.
The second part focuses on pre-call planning, asking the right questions to gather valuable customer insight, and concludes with negotiation tactics and closing deals.

The participants will obtain a certificate from the Luxembourg School of Business. Our school is certified by the Ministry of Education as a lifelong learning organization and member of AACSB (Association to Advance Collegiate Schools of Business).

Lecturer

Prof. Deva Rangarajan is Professor of Marketing at IÉSEG School of Management in France. His expertise includes B2B industrial marketing, sales force management, sales enablement, customer success and education, with a focus on the impact of digital technologies on customer-facing roles. He also delivers customised programmes for multinational companies, including Siemens, Philips, Schneider Electric, Medtronic, and SWIFT.

How to finance your training

• Financial support from the State : Luxembourg School of Business is accredited by the Luxembourg Ministry of Higher Education and Research and recognised as a continuing education organisation. As a result, your company can benefit from financial aid from the Luxembourgish state for the training of its employees.
• Tax Deductibility for an individual: Any taxpayer with net income from a salaried occupation may deduct the cost of professional development as business expenses (frais d’obtention) from their taxable income from the salaried occupation. Further training expenses which are related to the taxpayer’s current activity fall within the scope of the acquisition costs of article 105 of the ITA and are therefore deductible from taxable income.