Embedded Files
Duration of the course / workshop
Duration of the course / workshop
2 Days (16 hours)
Program Overview
Program Overview
Consultative selling is a selling technique in which the salesperson acts as an expert consultant for his prospective customers. Advising the best possible solution for their customer is as important to them as meeting their own sales goals. In consultative sales, the salesperson gains knowledge about his customers’ business and needs before making his sales pitch.
Why should student/ professional will do this course ?
Why should student/ professional will do this course ?
Do you know the difference between consultative and conventional selling approaches ?
Are you facing issues in clousing your leads ?
Are your customers not refering you ?
Is it difficult for you to satisfy your customers ?
Target Audience
Target Audience
Middle Management
Supervisory Level
Outcomes and benefits
Outcomes and benefits
Learn the skills that separate the best salespeople from those who are 'merely' good
Learn how to sell by having conversations with customers, rather than trying to 'push' solutions onto them
Learn how to go from the role of 'vendor' to 'trusted advisor with your customers
Understand and apply tools and techniques to add real, compelling value for your customers and increase your sales in the process
Course Outline/content
Course Outline/content
1. Introduction to the workshop
What and why use consultative selling?
Conventional selling vs. consultative selling
Why consultative selling?
Consultative selling principles and cycle
Getting your customer’s attention
Preparing to sell
Identifying prospective customers
Approaching prospective customers
Arousing your customer’s interest
Customer’s three stages of needs
Moving the customer up to the highest stage of needs
Changing customer’s existing vision
2. Creating a desire to buy
Exploring options
Creating a desire to buy
3. Negotiating and dealing with objections
LAPACT – Objection handling tool
4. Closing the deal
Closing techniques
Common types of objections and how to deal with them
Close an unsuccessful sale
5. Checking customers’ satisfaction
Why check customers’ satisfaction?
Some methods to check customers’ satisfaction
Follow-up
6. Concluding remarks, action planning and wrap-up
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