• POSTGRADUATE PROGRAM IN BANKING AND FINANCE
  • PGP in New Age Banking
    Co-created with Imarticus Learning
    4.8 out of 5 by 669 learners
    4x Industry Demand
  • POST GRADUATE DIPLOMA IN MANAGEMENT
    Co-created with BIMTECH
    4.8 out of 6071 learners
    2x industry demand
  • MBA in Investment Banking
    Co-created with Jain University
    4.5 out of 5 by467 learners
    2x industry demand
  • MBA in Fintech
    Co-created with Jain University
    4.4 out of 5 by 349 learners
    2x industry demand
  • MBA (Distance) in Banking and Finance with NGASCE
    Co-created with NMIMS
    4.7 out of 5 by 669 learners
    4x Industry Demand
  • Post Graduate Program in Banking and Credit Underwriting
    4.7 out of 5 by 1376 learners
    12 X industry demand
  • Post Graduate Program In Finance And Accounting
    Co-created with Grant Thornton
    4.9 out of 5 by 238 learners
    14 X industry demand
  • Professional Certification in FinTech
    Co-created with SP Jain School of Global Management
    4.6 out of 5 by 1421 learners
    6X industry demand
  • Credit Risk and Underwriting Prodegree
    Co-created with Moody’s Analytics
    4.6 out of 5 by 1139 learners
    4X industry demand

Sales Training Course: 5-Techniques for a Human-Centric Sales Process 

As more and more organisations undergo digital transformation and leverage technology to automate many of their processes, the old sales playbook is no longer relevant.

The human-centric approach to sales focuses on moving away from being sales-oriented to being helpful. Human-centric sales create real and resilient relationships that anchor a sustainable revenue stream.

Human-centric selling prioritises the customers and empathises with their needs. It adapts to the unique circumstances of the customer through two-way dialogue, aligning to their timeline and working to solve their problems.

The Salience of Human-Centric Sales

The importance of human-centric sales stems from the fact that focusing on customers helps build sustainable relationships. Human-centricity in sales is built by exhorting your sales team to put themselves in the shoes of the customers in all pre and post-sales activities.

To build a culture of human-centric sales, the sales team needs to change the way it thinks about sales. While sales teams undeniably need to meet their KRAs to maintain the revenue stream, their actions should be directed toward helping people. In sales training courses that preach a human-centric approach, salespeople are told to prioritise long-term success over short-term gains.

Techniques for Human-Centric Sales

Adopting a human-centric sales approach has the potential to deliver a significant impact on the business and customer experience. The techniques to foster a human-centric approach to sales emphasised in corporate learning programs include:

  1. Foster Empathy. Instinctively, while hiring salespeople, sales leaders hire people with the right ‘sales’ skill set. Stereotypes of what skills lead to higher sales performance prevent sales leaders from building a human-centric sales team.

    To build a human-centric sales team, it is necessary to hire people for their ability to be empathetic. Empathetic people put the needs of the customers ahead of their own. To foster empathy in the team, the salespeople could intern in customer support for a short duration. This would help them understand the challenges that customers face. It would also help the team build kinship with customers and with team members within the organisation. Another technique to build empathy could be to simulate situations that customers face. When team members are put in situations that customers face, it helps them understand the customer’s perspective and fosters empathy.

  1. Look to Add Value. Another human-centric approach to sales, recommended during corporate training and development programs, involves asking customers insightful questions to uncover customer needs. This is true for salespeople selling clothes or an enterprise SaaS tool. In the human-centric approach, salespeople are not motivated to only make the sale, but by the value, they can deliver to the client. Such sales involve professionals striving to understand if they and their product/service are the right fit for the client. Human-centric salespeople look to add value rather than forcing their vision to make the sale.
  2. Empower your Customers. The human-centric approach to sales can be distinguished from the traditional sales approach in that the customers feel no pressure from the sales conversation. This approach prioritises the customers’ needs. Salespeople engage with customers to help solve their problems rather than merely push their product/service. Pushing a product just to make the sale puts the post-sales team in a sticky situation as they now need to fulfill promises that they did not make. Human-centric salespeople will walk away from the deal if they realise that they cannot empower the customer.
  3. Align with Customer Values. People buying goods and services often look for sellers whose values mirror their own. Buyers look beyond their immediate interests when furthering the values that they believe in and advocate. Corporate sales training should instruct salespeople to initiate a sales conversation to talk about the firm’s culture, its focus on accountability, and the ethical implications of the sale. The human-centric approach requires that the business mirrors the values and voice of the clients.
  4. Focus on Superior Customer Experience. Human-centric selling requires that the pre and post-sales customer experience be seamless. This requires integrating sales with every aspect of the business’s operations - from product development to marketing to customer support. Instead of looking to see what more business you can extract from the customer, look to see how you can serve the customer more. Superior customer experience brings more revenue via referrals and word of mouth - your customers start marketing for you.

Final Thoughts

A human-centric sales process helps lay the foundation for robust relationships that go beyond just being transactional and instead drive sustainable growth. That is why it is important for businesses to provide corporate sales training to their sales staff that focuses on developing a human-centric sales process.

For Online Course Enquiries
About Imarticus
Imarticus Learning is India’s leading professional education institute that offers training in Financial Services, Data Analytics & Technology. We’ve successfully transformed careers of over 35,000+ individuals globally through our Certification, Prodegree, and Post Graduate programs offered in association with leading and renowned global organisations in the Financial Services, Data Analytics & Technology domain.
Related course
  • POSTGRADUATE PROGRAM IN BANKING AND FINANCE
    Course duration()
    Upcoming batches
    1
    Organizations enrolled
    20
    Upcoming Batches
    Date Location Schedule
    Date Location Schedule
  • Placement Program
    PGP in New Age Banking
    Co-created with Imarticus Learning
    Course duration(Months)
    24
    Upcoming batches
    1
    Organizations enrolled
    20
    4.8 out of 5 by 669 learners
    4x Industry Demand
    Upcoming Batches
    Date Location Schedule
    8th Jan 2022 Live Instructor - Led Training Online
    Date Location Schedule
  • Finance
    POST GRADUATE DIPLOMA IN MANAGEMENT
    Co-created with BIMTECH
    Course duration(Months)
    24
    Upcoming batches
    1
    Organizations enrolled
    20
    4.8 out of 6071 learners
    2x industry demand
    Upcoming Batches
    Date Location Schedule
    3rd August Live Instructor - Led Training Online
    Date Location Schedule
  • Recent Graduates
    MBA in Investment Banking
    Co-created with Jain University
    Course duration(Months)
    24
    Upcoming batches
    1
    Organizations enrolled
    20
    4.5 out of 5 by467 learners
    2x industry demand
    Upcoming Batches
    Date Location Schedule
    31st July ONLINE Online
    Date Location Schedule
  • Recent Graduates
    MBA in Fintech
    Co-created with Jain University
    Course duration(Months)
    24
    Upcoming batches
    1
    Organizations enrolled
    20
    4.4 out of 5 by 349 learners
    2x industry demand
    Upcoming Batches
    Date Location Schedule
    31st July ONLINE Online
    Date Location Schedule
  • Placement Program
    MBA (Distance) in Banking and Finance with NGASCE
    Co-created with NMIMS
    Course duration(Months)
    24
    Upcoming batches
    1
    Organizations enrolled
    20
    4.7 out of 5 by 669 learners
    4x Industry Demand
    Upcoming Batches
    Date Location Schedule
    8th Jan 2022 Live Instructor - Led Training Online
    Date Location Schedule
  • Post Graduate
    Post Graduate Program in Banking and Credit Underwriting
    Course duration(6)
    Upcoming batches
    1
    Organizations enrolled
    20
    4.7 out of 5 by 1376 learners
    12 X industry demand
    Upcoming Batches
    Date Location Schedule
    3rd August MUMBAI Online
    Date Location Schedule
  • Post Graduate
    Post Graduate Program In Finance And Accounting
    Co-created with Grant Thornton
    Course duration(months)
    4
    Upcoming batches
    1
    Organizations enrolled
    20
    4.9 out of 5 by 238 learners
    14 X industry demand
    Upcoming Batches
    Date Location Schedule
    3rd August DELHI Online
    Date Location Schedule
  • Certification
    Professional Certification in FinTech
    Co-created with SP Jain School of Global Management
    Course duration(Months)
    3
    Upcoming batches
    1
    Organizations enrolled
    20
    4.6 out of 5 by 1421 learners
    6X industry demand
    Upcoming Batches
    Date Location Schedule
    27th November Live Instructor - Led Training Online
    Date Location Schedule
  • PRODEGREE
    Credit Risk and Underwriting Prodegree
    Co-created with Moody’s Analytics
    Course duration(Months)
    3
    Upcoming batches
    2
    Organizations enrolled
    20
    4.6 out of 5 by 1139 learners
    4X industry demand
    Upcoming Batches
    Date Location Schedule
    13th February ONLINE Weekend
    Date Location Schedule
    29th May ONLINE Weekend