Consultative Sales
Sales & Markerting Training module
Consultative Selling
Who should attend
Sales Engineers and sales people in manufacturing, distribution or
services industries where the sale involves a technical solution.
Attendees may also be technical people who need to understand sales
as a process. |
 |
Overview
Every day, every where,
customers are buying products and services from the sales
professional who most understands them and their problems and
needs. Those sales professionals will likely have a consultative
approach to build true customer understanding.
How to engage in a discussion with prospects and customers around
the challenges, issues and problems To enhance your selling skills
and style with a stronger preparation planning and questioning
skill that build a deeper understanding of selling and the
execution of a sales process to achieve success.
Workshop content
• Sector and Territory management
• Define the problems associated with industry sectors
• Match problems with solution
• Develop an opening strategy
• Explore the issues and lay basis for the call
• Gather information on the target customer
• Understanding the roles within the target company
• Gain acceptance of your approach
• Getting the right answer to your questions
• Check for understanding
• Develop the need behind the need
• Confirm we have the answer to the need
• Facilitate the sign off
• How to handle lack of interest
• Handling objections, scepticism and misunderstanding
Productivity Improvement
After this course you will be able to:
• Use the new skills to display a strategic dimension to your
planning and preparation
• Have a deeper appreciation and ability to execute questioning
that uncovers the real needs and needs behind the need.
• Those that have been in more transactional environment will gain
a deeper understanding of the selling process and learn new skills
that will make them a more effective salesperson
| Date |
Venue |
Time |
Presenter |
Investment |
|
2010
|
|
|
|
|
|
Sept
Thursday
2
|
Chamber
of
Commerce
Invercargill
|
9:00am
to
4:30
|
Geoff Clarke
Profile
|
$360 member
$460 non member
Excl gst |
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