High Impact Consultative Selling Skills

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High Impact Consultative Selling Skills Sales Growth  Soft Skills


HIGH IMPACT CONSULTATIVE SELLING SKILLS

Duration: 2 Days
Time:9.00am-5.00pm

Introduction

Traditional sales training do not take into account the difference between a simple and complex sale. Research shows that significantly different skills are required by each type of selling. While most sales training focuses on making a success of the sales person who is product or service-oriented, the most successful sales person is ultimately customer-oriented.

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of different selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing youu with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing your customers every time.

High Impact Consultative Selling Skills focuses on the following areas:
  • Active listening
  • Discovery questioning
  • Executive presence
  • Negotiation
  • Qualifying prospects

Benefits

  • Build rapport and develop positive engagement
  • Conduct powerful presentations
  • Elicit information effectively through the use of effective questioning techniques
  • Identify and develop a consultative approach to selling
  • Influence, persuade and sell through multiple platforms

Key Content

MODULE 1: OVERVIEW 

  • Context setting
  • The complex sales
  • What is 4D
  • Creating winning habits
  • The sales partnership team

MODULE 2: INETRPERSONAL COMMUNICATION

  • Building credibility
  • The 4 Customer Behavioral Styles
  • Identifying your personal style
  • Developing your style towards effective selling
  • Shifting into positive action

MODULE 3: BEING EFFECTIVE IN CUSTOMER - CENTERED SELLING 

  • Applying learning in selling to different buyers
  • What customers say and do and what is important to them
  • What we do more of when selling to different buyers
  • What we avoid doing when selling to different buyers
  • World cafe: Revealing our blind spots

MODULE 4: THE CONSULTATIVE SALES PROCESS

  • Funnel stages and milestones
  • Discovering Prospects
  • Lead generation
  • Networking
  • Qualifying prospects

MODULE 5: FILTERING PROSPECTS 

  • Filtering criteria 
  • Client Action Plan tool
  • FABs and CSFs
  • Linking value statements
  • Approach call strategies, COIs and gatekeepers

MODULE 6: DEFINING PRESENTATIONS

  • The 3-Act structure: pulse checks and rollovers
  • Verbal
  • Vocal
  • Visual: The art of executive presence
  • Visual: Slide deck hacks

MODULE 7: OBJECTION HANDLING

  • Types of objections
  • Objection handling techniques
  • Win-win outcomes
  • The LAQUER Model
  • The final toolkit

MODULE 8: COACHING WISDOM

  • Account hand-off to servicing team
  • Key account management
  • Building a self-sustaining customer referral system
  • The secret of a great sales professional 
  • Coaching performance
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