THE TECHNIQUES OF CONSULTATIVE SELLING
Live-Online Training: N 135,000
Classroom Training: N 165,000
3 - 4 participants: 5% discount
5 or more participants: 10% discount
(Available also for Customised Training by Duration, Venue & Fee)
Course Contents
Programme Description
This training is to make salespersons psychologically ready, supported by the skills-set, to deliver impeccable customer relationship that results in volume sales and increased bottom line. These they will learn to do by making existing customers happy to do more business with the company, as well as win more customers through effective client conversion process.
The participants will be able to attend to more client demands and, in the process, strengthen relationship equity of the organization they represent with more profitable customers.
The training will also focus on how every employee relates with one another within their organisations regarding their products delivery responsibilities, especially the critical ones like:
- Team spirit/communication for responsiveness to customers
- Focus on priority and time effectiveness
- Personal initiatives and creativity that can lead to deeper market penetration
- Effective management of different customers types
- Relationship management strategies and selling techniques
- Tracking relationship and market results
Course
Contents
DAY ONE
A Business Case for Consultative Selling
Taking a Tour of Mature Selling
- Developing a Depth of Relationship
- Developing a Width of Relationship
- Grasping the Degree of Needs and Wants.
Defining Consultative Selling
- Differentiate Traditional Selling from Consultative Selling
- Why Consultative Selling Works.
Consultative Selling Process
- Collaboration Process in Selling
- Establishing a Reason to Meet
- Probe to gain information from the customer
- Identify a Concern, a Need, or a Problem
- How you can solve the known customer concern.
- The SPIN Model in Consultative Selling
- Situation Analysis
- Problems to Solve
- Implications for the Customer
- The Need/Pay-off Solutions
- The Foundation - Development of Mutual Trust
Consultative Sales Process
- Prospect for account
- Get appointments
- Qualify customers
- Identify problems
- Make presentations
- Answer objections
- Close the Sale
- Follow through and deliver
- Seek referrals.
DAY TWO
Consultative Selling Relationships with Different Customer Types
- The ‘Tough’ Customer
- The ‘Know It All’ Customer
- The ‘Friendly Extrovert’ Customer
- The ‘Indecisive’ Customer
- The ‘Low Reactor’ Customer
- The ‘Negative’ Customer
- The ‘Argumentative’ Customer
- The ‘Positive’ Customer.
Communication for Consultative Selling
- Information Seeking
- Information Giving
- Listening
- Building Rapport
- Probing Techniques
- Fact
- Issue
- Net Effect
- Solution
- Skillful Questioning in Consultative Selling Process
- Closed questions
- Open questions
- Leading questions
- Limited choice questions
- Circumstance questions
- Concern questions
- Consequence questions
- Collaborative questions
- Link questions.
Consolidating the Consultative Selling
- Considering Possible Options
- Exploring Options
- Analyzing Options
- Agreeing on a Solution
- Determining the Decision-Making Criteria and Priorities
- Making a Recommendation
- Overcoming Resistance
What to Sell
- Our company’s rich personality
- Our company’s visibility
- Our company’s uniqueness
- Our company’s reliability
- Our company’s relevance
- Our company’s availability
- Our company’s consistency.
DAY THREE
Fundamentals of Profitable Sales Negotiation
- Definition of negotiation and its importance in sales.
- Key elements of a successful negotiation process.
- Different types of negotiations encountered in sales scenarios.
Building a Strong Negotiation Foundation
- Identifying and understanding your product/service's value proposition.
- Knowing your target market and customers' needs and pain points.
- Setting clear and achievable negotiation objectives.
Creating Win-Win Scenarios
- The concept of a win-win negotiation and its benefits.
- Strategies for finding mutually beneficial solutions.
- Avoiding win-lose tactics that can damage long-term relationships.
Advanced Techniques for Profitable Sales Negotiation
Handling Objections and Difficult Situations
- Common objections faced during negotiations and how to address them effectively.
- Turning objections into opportunities to showcase value.
- Dealing with difficult personalities and defusing tense situations.
Leveraging Information and Power Dynamics
- Gathering and utilizing information to gain a competitive advantage.
- Understanding power dynamics and how to balance them during negotiations.
- Ethical considerations in using power to influence negotiations positively.
Negotiation Strategies for Different Buyer Personalities
- Identifying various buyer personalities and their preferences in negotiations.
- Tailoring negotiation strategies to match the buyer's style.
- Strengthening relationships by adapting to different negotiation scenarios.
Closing the Sale and Securing Commitment
- Recognizing signs that the negotiation is approaching the closing stage.
- Techniques for confidently asking for commitment and closing the deal.
- Following up after a successful negotiation to solidify the relationship.
Handling Negotiation Deadlocks and Walk-Aways
- Dealing with negotiation standoffs and finding creative solutions to break deadlocks.
- Knowing when to walk away from a negotiation and preserving relationships.
- Strategies for re-engaging after a walk-away scenario.