Consultative Selling Process
As we move further into the 21st century, the traditional sales approaches have less and less value. Selling organizations need to recognize customers (or clients) have more pressure on their time and more choice about their suppliers. To move towards this, many organizations are now striving to position themselves as selling “solutions” and acknowledge that their sales approach needs to be different.
Consultative selling can change the type of relationship you have with your customers or clients. It can help to differentiate your sellers from many of the competitors who may not be adopting this approach!
It is about being positioned in the clients' mind as someone who is knowledgeable and can provide solutions to their challenges or problems.
Consultative Selling Training Program can be offered to Corporate Clients, SMEs, Colleges and Private and Public establishments across India. All our programs are customized to suit the participants’ training needs. A detailed Training Design Document will be sent before the implementation of this training program.
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Key Learning Points:
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Identify the appropriate sales process for a Consultative Selling approach
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Ensure product and market knowledge is developed constantly
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Develop their commercial awareness
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Work on communication skills to refine them, especially listening and questioning
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Make sure the fundamental selling skills are embedded
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Remember that they need to offer a solution to the client/customer
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Internal functions and support need to be aligned with the approach
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Learning Areas:
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• A more effective sales process
• Enhanced critical skills for consulting – questioning, listening, etc.
• Be able to describe the Consultative Selling approach
• Recognise the need to use some marketing principles about segmentation and positioning – and apply them to your selling
• Powerful relationship building skills and tools
• Improved client relationships based on mutual respect
• Manage clients effectively
• Becoming the trusted advisor
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Ideal/Useful for:
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• Sales Executives
• Sales Managers
• Everyone who needs to build their consultative selling skills.
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Training Locations:
We have offered Corporate Training Solutions across India including cities like Bangalore, Chennai, Mumbai, New Delhi (+ Gurgaon, Ghaziabad, Faridabad and Noida), Kolkatta, Hyderabad, Trivandrum, Cochin, Coimbatore, Pondicherry (Pondy), Goa, Vijayawada, Vizag, Vishakapatnam, Rajamudry, Belgaum, Mysore, Padubidri, Mangalore, Chitradurga, Hospet, Nagarcoil, Tirunelveli, Chandigarh, Karnal, Lucknow, Meerut, Ahmadabad, Baroda, Rajkot, Pune, Lonavla, Jaipur, Dewas, Indoor, Bhopal, Bhubaneswar, Gawahati and Raipur.
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Advanced Selling Skills