A program for salespeople that follows a robust structured process of engaging with customers in a buyer-centric sales conversation through the sales cycle from preparation before the first contact to closing the sales. Consultative selling skills help the salesperson position himself as a trusted partner or advisor during the sales conversation
Objectives
- Create a customised and focused consultative selling approach for the organisation
- Develop a consultative mindset and skillset that is grounded in customer-focused consultative dialogue and relationship
- Leverage power of seven essential selling skills to develop trust and openness, uncover customer needs and opportunities, communicate in a persuasive way and close profitable business
- Create and communicate a strong value proposition which is customized and generates competitive advantage
- Increase sales results
Who should attend
- Salespeople who have sales experience of more than 12 months
- Experienced salespeople
- Sales Managers, Business Development managers and Channel Managers
- Key Account Managers
Learning Outcomes
- Be effective in the role of a consultative sales professional
- Apply the structured process, tools and techniques to have meaningful and effective sales conversations and advance the sales
- Clearly diagnose and understand the needs, motivations and opportunities, both stated and unstated
- Identify and communicate the best solution in a compelling way
- Effectively position your product/ service which adds value for the customer
- Negotiating a profitable close
Business and Organisation Impact
- Develop consultative sales culture that is focused on client’s needs
- Drive revenue growth by impacting close rate
- Uncover and execute new opportunities
- Reduce sales cycle
- Create competitive advantage through consultative sales culture