Sales Techniques:
Consultative Selling
How to create value for your customer and
manage large and complex sales processes?
This course is for Salespeople that want to learn how to manage larger and more complex sales opportunities for their customers. Most simple and fast sales transactions are happening more and more on the Internet. Therefore, salespeople must focus on the more complex sales transactions that include multiple stakeholders and evolve over a longer period. During these sales processes, customers often do not have clearly defined needs yet. It is up to the salesperson to help their customers to create the need and drive the sales process.
Description
During this course, the participants will become acquainted with several sales tools to manage their complex sales processes better and more successfully. Each of the tools will be explained by a case after which each participant will have to apply the tool to their own customer case. The course is based on a ‘learning by doing’ method providing many opportunities for the participants to practice and develop their new questioning skills
Outcome
By the end of the course, the participants will be able to:
– qualify and assess their chances in winning large and complex sales opportunities
– learn how to uncover needs of your customers
– learn how to manage a dialogue with prospects
– understand and analyse customer decision making criteria and those the appropriate sales strategy
Outline
Introduction: What is consultative selling?
Buying Process:
Step 1: Need / Problem Recognition
Step 2: Information Search
Step 3: Evaluating Options
Step 4: Purchasing
Sales Process:
Step 1: Targeting an account
Step 2: Investigation
Step 3: Stakeholder Management
Stap 4: Qualify your chances
Duration & Format
Available in : class room and online