Consultative Selling Skills Workshop

Consultative Selling Skills Workshop

Sales Management Workshops

 

Consultative Selling Skills Workshop – May 7, 2020

 

OVERVIEW

Consultative Selling Skills Workshop teaches the skills necessary to increase company’s sales and profitability through a heightened understanding of the sales process, each client’s needs and situations and what motivates people to buy. It teaches selling organizations and people to stop “pushing” products and to start “pulling” their customers to buy. It focuses on the actual areas of client concern where your company becomes a business partner in assisting clients to achieve their vision.

Selling today starts with the customer, not the product. It requires creative thinking and new approaches. One of the most common mistakes that ineffective sales persons make is trying to sell something to a customer before he or she knows what the customer wants to purchase.

This approach often sets up a confrontational tug of war in which the sales rep keeps pushing products and the customer keeps backing away. This is a recipe for disaster; at the very least, it is a prescription for a low closing rate. Fortunately, there is a better way – The consultative selling way.

The consultative selling way focuses on building trust and motivating customers through a deeper understanding of their needs. When customers face risky buying decisions they prefer to deal with people “they know” and who know them. They want people they like and trust to help them work through the buying process. Without trust a significant relationship is unlikely to develop.

 

🔴 WORKSHOP OBJECTIVES

At the end of the workshop, participants will:

  • understand the selling process and a systematic way to remain in “sync” with their customers allowing them to get to “yes” faster and easier;
  • develop the questioning, listening, and analytical skills necessary to perform an in-depth analysis of customers and the driving forces influencing their needs, their customers, and their competition;
  • understand the critical buying factors for their customers and sell long-term relationships rather than low bids;
  • anticipate and handle customer’s negative behaviours, conflict, and objections better;
  • use creative problem solving to enhance solutions and recommendations in order to meet their customer’s specific requirements;
  • learn how to offer creative solutions and options for mutual gain and close sales discussions faster;
  • take advantage of the importance of a value approach in building a successful customer relationship;
  • identify and understand different buyer types and behaviours and gain a greater awareness of how to build trust so the sales process moves along more smoothly;
  • position themselves as a unique source of help that can’t be found anywhere else thus becoming ‘trust advisors’

 

 

🔴 TARGET AUDIENCE: Entire sales team from entry level to mid-level.

 

🔴 DURATION: 1 Day

 

🔴 TIME: 9:00 am – 5:00 pm

 

🔴 VENUE: Bervidson Training Center, 3B Hakeem Dickson Rd. Lekki Phase 1, Lagos.

 

Consultative Selling Skills Workshop – learn how to offer creative solutions and options for mutual gain and close sales discussions faster.

 

 

Basic Marketing Skills Workshop

 

 

🔴 OUTLINE

  • Overview of Consultative Selling
  • Pre-sales Meeting Essential, Preparation, Techniques and Tools
  • Establishing Communications / Relationships
  • Customer Types and Behaviours
  • Need Recognition
  • Identification of Wants and Discovery of Client Values.
  • Consultative Selling Models
    • The Customer Value Model
    • The Pain-Gain Model
  • Crafting the Customer Value Proposition
  • Consultative Selling Process and Strategies
  • Formulating Collaborative Solutions
  • Presenting Solutions
  • Objections and Conflict Management Techniques
  • Closing the Sale & Closing Techniques

 

🔴 WORKSHOP FEE:

N55,000 per Participant
(Group Rate Available)

 

REGISTRATION:

 

🔴 PAYMENT DETAILS

You can pay online @ MAKE PAYMENT 


OR pay directly to:

👉Bank: FCMB

👉Account Name: Bervidson Consulting Limited

👉Account No: 3432812015

 

 

Building Effective Teams Workshop

 

 

🔴 SOME OF OUR CUSTOMERS:

Consultative Selling Skills Workshop

 

Consultative Selling Skills Workshop – learn how to offer creative solutions and options for mutual gain and close sales discussions faster.

 

 

For more information, call or email us, or visit our website today.

3B Hakeem Dickson Road, Lekki Phase 1, Lagos Nigeria
+234 1 291 7328, +234 803 343 4776, +234 809 334 4776, +234 808 933 8444
info@bervidson.com , www.bervidson.com

 

 

https://bervidson.com/programs/category/sme-corporate-training/leadership-development-workshops/page/4/

 

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