Introduction
The competition is tougher than ever, and the pace is much faster. It is no longer enough to just have a great product and deliver a persuasive presentation on the features and benefits you offer. These days, selling isn’t about convincing the customer to buy your product. Instead, you must learn to function as an expert consultant who has the skills and patience to first identify what the customer really needs and wants, and then help him obtain it.
This program teaches the process of developing problems into needs that can be satisfied by closing the sale. Successful sales professionals understand the importance of selling to customers’ needs. But the top professionals understand how to actually create and develop needs before presenting solutions.
Learning Outcomes
Learning Outcomes• Be aware of the difference between consultative selling and other common sales approaches
• Reduce your sales cycle duration by discovering and eliminating unnecessary sales activities.
• Demonstrate techniques on bringing value to customers and prospects using consultative tactics and strategies
• Gaining important insights into the customer's and prospect's decision-making process and mind-set
• Synchronize sales tactics and techniques with customers buying style and help them to make buying decisions.
• Utilize the right sales strategy and tools to provide solutions for different customers and situations
Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Course Outline
Course OutlineModule 1
• The Consultative Sales Process
• Principles of Consultative Selling
• Identifying Consultative Sales Situations
• Power Of Pre Call Planning In Consultative Selling
• Consultative Selling Toolkit
• Moving From Selling Strategies To Buying Strategies-Beyond Transactional Selling
• Understand How Different Buyer Needs And Behavior Types Influence The Sales Process
Module 2 - 2nd Half of the Year
• Recognize The Factors That Affect Buyer Behavior In The Consultative Sales Process
• Building Value Through The Consultative Sales Process- Identify Opportunities To Add Value
• Questioning And Interviewing Techniques To Determine Buyer Attitudes, Situations And Priorities
• Determining Needs And Directing Benefits To Meet The Customer’s Situation
• The Right Techniques To Communicating Value and Recommended Solutions
• Consultative Selling Tools that Influence Closing –Right Ideas and Words to Add Exceptional Value
• Creative Solutions and Options To Get Customers Commitment –The “Close”
Who Should Attend
Who Should AttendSales Management, Head of Sales and Marketing, Sales and Marketing Directors, Business Development Executives, Financial Team, Sales team leaders and managers, and all those responsible for achieving Sales Objectives and would like their teams' closing ratios to improve.
The Trainer
Trainer's Profile(This course will be conducted by one of the following trainers, Stanis Benjamin or Graham Carter)
Stanis Benjamin, Master Facilitator and Distinguished Toastmaster, is a motivational humorist and an accomplished speaker, consultant and trainer in the fields of business presentation skills, sales, communication, customer service, leadership and strategies for personal success. As a coach, consultant and keynote speaker, he has addressed many companies and institutions and helped senior executives, high-achieving professionals and beginners to reach higher levels of performance.
Stanis is a thought leader on how to create and sustain high performance. He combines theory with management practices to develop action-oriented techniques for building winning teams. He has been invited as an expert to speak on the topics "Behaviour Focused Communication and Humour in Presentations" and presented on Positive Business Minutes for News Radio 93.8.
He has gained excellent reputation for his work with human resource and training departments of numerous organisations to design and develop Sales, Personal Effectiveness, Leadership and Communication training programmes. Stanis brings with him over 15 years of training and coaching experience and is accredited as an Executive Leadership facilitator.
