High Impact Consultative Selling Skills

Introduction

Traditional sales training does not take into account the difference between a simple and complex sale. Research shows that significantly different skills are required by each type of selling. While most sales training focuses on making a success of the sales person who is product or service-oriented, the most successful sales person is ultimately customer-oriented.

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of different selling processes. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing your customers every time.

Course Objectives

Upon completion of this program, participants should be able to:

• Build rapport and develop positive engagement
• Conduct powerful and persuasive presentations
• Elicit information effectively through questioning techniques
• Apply a consultative approach to selling
• Influence, persuade, and sell across multiple platforms

Key Content

Module 1: Overview

• Context setting
• Understanding complex sales
• What is 4D selling?
• Creating winning habits
• Building a sales partnership team

Module 2:Engagement

• Perfecting your elevator pitch
• The Customer Relationship Dial
• First Impressions tools
• Influence in selling
• Motivation in buying

Module 3: Interpersonal Communication

• Building credibility
• The 4 Quadrants
• Our communication style
• Shifting into positive action

Module 4: Being Effective In Customer-Centered Selling

• Applying learning in selling to different people
• What people say and do and what is important to them
• What we do more of when selling to others
• What we avoid doing when selling to others
• Revealing our blind spots

Module 5: Identifying & Creating Needs

• Discovery questioning
• 6 types of questioning
• 3 techniques in discovery questioning
• Active listening
• 6 techniques in active listening

Module 6: Value-based Selling

• The Needs Pyramid
• Matching needs with FAB
• Value Drivers
• Unique selling propositions
• Crafting effective sales conversations

Module 7: Objection Handling

• Skepticism
• Indifference
• Misunderstanding
• Drawback
• The PLUS Model

Module 8: Negotiation And Closing

• The Keyhole Model
• Indicators Of Interests (IOI)
• Always Be Closing
• Closing techniques
• Matching techniques with customer type

Methodology

This stimulating program will maximize understanding and learning through lectures, discussions, case studies and practical activities.