Consultative Selling Skills
Consultative selling is analyzing the needs and challenges of your customers and selling unique services that enable your customers to reduce costs, increase profits, and improve overall business performance.
Consultative Selling’s three strategies of positioning you as a value-adder, proposing the financial value you can add, and partnering with a customer manager to comanage the realization of the values are designed to take you through the PIP cycle in minimal time with a maximum hit ratio.
This program offers strategies that are easily and quickly incorporated into existing sales models. It is a gem for any salesperson determined to take consultative selling to a new level.
Course Objectives
After the course, participants will be able to:
- comprehend the 5 myths that destroys sales.
- find out what motivates your buyer.
- master the ability to identify how a buyer makes a decision.
- discover the 10 methods of establishing rapport.
- learn what questions to ask to get to your customer’s problem quickly and accurately and to propose effective solution.
- competitor-proof your business by picking one of four tactics.
- develop a sales action plan that delivers results.
Course Contents
- Introduction to Consultative Selling
- Understanding Your Clients
- Effective Communication Psychology
- Buidling Rapport and Trust
- Sales Mapping
- What is a Problem?
- Analysiing The Current Situation
- Providing Tailored Solutions
- Handling Objections
- Post Sales Follow-up
- Selling Project Management
Consultative Selling Skills
Duration:
14 Hours
Targeted Audience:
- Sales Managers
- Sales Executives
- Sales Engineers
- Customer Care Personnel
- Those Interested
Methodology:
Lecture, Brainstorming, Case Study, Videos, Role-play, Educational Games, Basic Psychology, Neuro-Accelerated Learning Techniques.
Award:
Certificate of Achievement