"Consultative selling for customer driven sales conversations"

Duration:Two Days

Introduction: 

The dynamics of today's marketplace demand salespeople who see the world from their customers' point of view. Salespeople must effectively utilize the limited time they have with customers, shaping conversations that directly address customer needs and expectations to advance the selling process and shorten the cycle time to close business opportunities.

This Consultative Skills course develops critical attitudes, skills, and practices for interacting with customers. The course is based on research on the best practices that distinguish high-performing salespeople. Proven techniques help participants intentionally shape their approach and actions to the customer's values and buying process.

Course Objectives:

Participants in the Consultative Selling Skills Course learn about :

Develop customer-focused attitudes and beliefs

Handle buyer objections

Move sales situations forward

Learn and apply advanced questioning skills

Translate product features into client-specific benefits

Prepare and deliver tailored sales presentations

Develop targeted account plans

Also Developing:

• Questioning and listening: identifying the essential

• Being at One with your customer

• Recognizing and getting to the information needed to offer the best solution

• Personal and business drivers – how to identify them?

• Models and tools helping you to develop and propose superior solutions

• Learning from Real Life: Consulting Exercises and sharing the Best Practice

Content & Outline:

This outline can be modified to meet any of your company's  needs that have not been previously addressed.

Day 1:

Setting Direction

• Build rapport and gain trust

• Use social chit-chat and bridging

• Set the direction for each stage with a benefit statement

• Use situational probing to divulge the client's goals, priorities, concerns, and values

• Use empathy

• Handle "I Don't Care" customers

• Role Play and Feedback

Problem Clarification

• Why Problem Clarification is important

• Open, Closed, Clarification, Confirming and Implication Questions

• Strategically using questions to determine customer need

• Role Play and Feedback

Offering Options

• Collaboratively develop specific course of action

• Value vs. Risk Analysis

• Role Play

Day 2:

Recommending Solutions and Handling Objections

• Integrate value and benefit into recommending the solution

• Value Equation

• Five objection types and effective responses

• Role Play and Feedback

Testing for Agreement

• Test for agreement on established recommendation

• Gain official commitment on the recommendation

• Ten ways to close - when and when not to use each

• Role Play and Feedback

Synthesizing and Sharing

• Process information and make judgments as to its value relative to the organization's strategy and competitive position.

• Gather information your company needs to remain competitive in the changing marketplace.

• Reflect on your selling skills through the selling process, implement necessary improvements.

Methodology:

Variety of presentation methods will be used including short lecture-style, group discussions, role- plays, interactive learning and exercises.

Target audience:

Experienced sales staff, middle layer sales supervisors