Consultative Selling
The Art of Becoming a Trusted Advisor
Consultative Selling
The Art of Becoming a Trusted Advisor
Did you know that a multitude of sophisticated frameworks and tools are available to guide sales professionals through every stage of complex sales processes? Mastering these resources is crucial for any sales expert who aims to strategically choose the right tool for an efficient and successful sales journey.
Description
You will learn how to identify client needs, negotiate complex sales procedures, and act as a trusted advisor throughout the customer’s journey. The course covers key concepts such as:
Creating Customer Needs: Discover tried-and-true methods for not just identifying but also creating demands for your clients,
Navigating a Complex Sales Process: Get hands-on training to manage large, intricate sales processes.
Influencing Customer Buying Behaviour: Learn how you can influence B2B customer buying behaviour.
After completing this course, you will be able to lead your customers through the purchasing process as if you were a personal business adviser.
Description
You will learn how to identify client needs, negotiate complex sales procedures, and act as a trusted advisor throughout the customer’s journey. The course covers key concepts such as:
Creating Customer Needs: Discover tried-and-true methods for not just identifying but also creating demands for your clients,
Navigating a Complex Sales Process: Get hands-on training to manage large, intricate sales processes.
Influencing Customer Buying Behaviour: Learn how you can influence B2B customer buying behaviour.
After completing this course, you will be able to lead your customers through the purchasing process as if you were a personal business adviser.
Outline
Part 1 – Uncovering Customer Needs: Dive into the psychology of customer needs and discover strategies to activate latent or implicit needs.
Part 2 – Navigate the Information Maze: Uncover what information your customers are actively seeking and eloquently present the unique features, advantages, and benefits of your solution.
Part 3 – Option Evaluation: Grasp how to gauge customer preferences and understand the criteria they use to measure your offerings against competitors.
Part 4 – Decision-Making Dynamics: Identify key stakeholders in the decision-making process and tailor your approach for maximum impact. Examine and examine real-world instances of eloquence and persuasion.
Outcome
By the end of the course, the participants will be able to:
– uncover the needs of your customers
– manage a dialogue with prospects
– analyse customer decision-making process
– select the appropriate sales strategy
Duration & Format
Duration: 1 day
Available in : class room and online
Outcome
By the end of the course, the participants will be able to:
– uncover the needs of your customers
– manage a dialogue with prospects
– analyse customer decision-making process
– select the appropriate sales strategy