Identify And Understand Your Customers

Focused on helping sales specialists transition into sales engineers, combining technical knowledge with strategic selling techniques, we’ll explore the ‘Seven Steps’ of the selling process, learning how to align each step with customer needs, from initial prospecting to closing the sale.

By defining the role of prospecting and uncovering valuable resources such as trade shows, industry databases, and online platforms, you’ll gain the tools to identify and target the right market segments. This course also provides insights into analysing customer preferences and leveraging client data, ensuring your approach is both strategic and customer focused.

Delivery Method

Self-paced, online

Who Is It For?

This course is part of the Lighting Sales Success routeway on the Profession Map.

This course has been specifically designed by the lighting industry, for the lighting industry, to equip professionals with the skills needed to move from selling individual products, to mastering complex, integrated solutions.

Learning Outcomes

By the end of this course, you will learn:

• Explain the role of the 'Seven Steps' of the selling process in the context of selling lighting solutions, understanding how each step applies to understanding customer needs, presenting products, and closing sales
• Define the role prospecting plays in the selling process, emphasising the importance of identifying potential customers
• Identify resources to use when prospecting for customers, including trade shows, industry-specific databases, professional networks, and online platforms
• Describe how to identify prospective customers by analysing market segments, understanding customer preferences, and utilising client data
• Discuss how each customer group is affected, engaged, influenced, and aligned to elements of the RIBA Plan of Work.

Next Steps

After this course, you can progress to Planning, Presenting And Closing, the next Enhance-level course available on this development routeway to achieving an Enhanced Certificate in Lighting Sales Success.