CONSULTATIVE SALES TRAINING

Description


Consultative Sales Training  will provide  you and your team, with the skills that will help you achieve and exceed sales targets.

An organization’s sales force is the frontier for revenue generation and growth. It is also imperative that your sales team is effective, efficient and has the ability to find and close sales opportunities. This is where a strong sales force comes in. While a consistently-performing sales force generates huge returns for the company.  It is also important to create the person-to-person connection needed to acquire clients, deeply understand them, and keep them loyal.  These require a comprehensive, up-to-date set of mindset and skills – confidence, professionalism, solid sales planning, presentation and listening skills, and the ability to respond to tricky situations on the spot.  How would you like these for your people?

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.

Our Consultative Sales Skills Training  is your ticket to consistently higher closing rates, higher margins and long-term, very satisfied customers.

This dynamic consultative sales training is available now in Manila and throughout the Philippines. However, this course is only available for in house training.

Click here for your quote now.

You might also be interested in – Assertiveness and Self Confidence Training

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Course Objective


After completing this course participants will have learned to:

    • Understand the reasons people buy
    • Understand the sales cycle and the skills required for each stage
    • Know how to generate leads, qualify them and convert them into sales
    • Know how to build rapport and transition out of it
    • Use the right questions to discover needs
    • Know how to earn trust through listening
    • Understand the four Ps of presenting solutions – prioritise, personalise, prepare, practise
    • Know how to respond to and overcome objections
    • Recognise when to close the sale and apply different techniques to do so
    • Know how to plan to follow up activities
    • Know how to ask for referrals

Modules


Did you know...

Today’s marketplace is highly competitive and every organisation is looking for a larger share of the market. In an economy where the customer is king, how do your sales representatives pitch the features and benefits of the products/services they sell?

Providing sales training plays an important role in helping sales representatives practice and hone their ability to close a deal.

This Sales Training Course helps sharpen the skills of even experienced sales representatives, enabling them to take advantage of sales opportunities and aggressively expand the business.

 

Sales Training Course - Lesson 1 
Where you fit in the Sales Cycle 
  • Why people buy
  • The sales cycle
  • Your sales Profile
  • Reflection
Sales Training Course - Lesson 2 
Prospecting 
  • Turning leads into sales
  • BANT - Qualifying Leads
  • Keys to successful prospecting
  • Your Prospecting Success
  • Reflection
Sales Training Course - Lesson 3 
Building Rapport 
  • The Rapport Transition
  • Establishing Personal Rapport
  • Your Ability to Build Rapport
  • Reflection
Sales Training Course - Lesson 4 
Discovering Needs 
  • Asking the Right Questions
  • Earning Trust Through Listening
  • Your Ability to Discover Needs
  • Reflection
Sales Training Course - Lesson 5 
Presenting Solutions 
  • The Four Ps of Preparation
  • Leveraging Your Solution
  • Your Ability to Present
  • Reflection
Sales Training Course - Lesson 6 
Overcoming Objections 
  • Does Objection = Rejection?
  • Types of Objections
  • 4 Steps to Responding to Objections
  • Your Ability to Handle Objections
  • Reflection
Sales Training Course - Lesson 7 
Closing the Sale 
  • Knowing When to Close
  • Types of Closes
  • Examples of asking for the sale
  • Your Ability to Close the Sale
  • Reflection
Sales Training Course - Lesson 8 
Servicing the Client 
  • Acquisition vs Retention
  • Asking for and Working with Referrals
  • Your Ability to Service the Client
  • Reflection
Sales Training Course - Lesson 9 
Reflections 
  • Create an Action Plan
  • Accountability = Action

- Flexible length - sessions as short as 1-hour
- Cost effective - great group pricing
- Greatest impact in the shortest time
- Excellent Team Building Opportunity
- Certificate of Completion

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