Consultative Selling
Accreditation Number: 115392929
This
program is designed to equip participants with a set of advanced sales tools
and techniques, providing them with the skills and knowledge necessary to
efficiently and effectively adopt the consultative selling approach. This
enables them to understand customer needs, gain their trust, and cultivate
productive, long-term relationships.
By the end of this course, participants will be able to:
•
Understand
the concept and significance of consultative selling.
•
Recognize
customer needs and how to measure them.
• Align organizations products and services with customer expectations through consultative selling.
• understand the stages of the buying decision.
• Be equipped participants with methods to gain customer trust, contributing to building deeper, effective customer relationships.
•
Enhance
existing relationships and develop new ones.
•
Analyze and
leverage information to provide the right consultation to customers.
•
Empower his role to act as sales consultants by proficiently utilizing consultative
selling skills in various sales scenarios.
Course Curriculum
- What is the concept of sales?
- Evolution of personal selling.
- New sales trends and approaches.
- Future trends in sales.
- The concept and importance of consultative selling.
- Existing beliefs and attitudes about the sales process.
- Understanding the genuine needs of customers.
- Who are you selling to? The customer's buying experience.
- Current customers and potential customers.
- Practical applications.
- Sales preparation.
- Preparation time is the key to success. Mental and physical preparation.
- Building customer trust.
- What prospective customers are thinking.
- The first impression and methods for creating positive initial impressions.
- Building and strengthening productive relationships.
- Practical cases.
- Selling products vs. consultative selling.
- Mastering the consultative selling process.
- Efficiently using consultative selling in various sales scenarios.
- Practical applications.
Instructor
Trainer-admin
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