This workshop on the consultative sales process provides the salesperson with skills to cultivate a personal relationship with the client, understand the client’s situation and motivations, communicate benefits and solutions, and turn indifferent individuals into satisfied, multi-product customers.
Sales techniques, or the skills and competencies of the salesperson, especially in services or sectors with little product differentiation, refer to an influence process based on communication, personal relationships, and trust. These are the critical sales skills.
To exercise that influence, the salesperson will match the client’s needs and psychology, previously detected, with their product, previously understood. More than explaining sales theories, the workshop will improve sales behaviors through the acquisition of critical sales techniques.
This course will provide the salesperson with skills to cultivate a personal relationship with the client and understand their situation and motivations.
Course Content Index:
1. Course Introduction and Objectives
2. Key Success Factors in Sales
3. Consultative Sales vs. Traditional Sales
4. Consultative Sales Process
5. Building Trust with the Client
6. Gathering Information from the Client: Why, What, and How to Obtain It
7. Presenting Our Solution to the Client
8. Competitive Argumentation of Our Products and Services
9. Handling Objections
10. Closing Signals and Techniques
11. Action Plan
Methodology
In-person: The deductive training methodology “Learning by doing” will be used, where participants not only acquire new knowledge but also practice it in the classroom. Additionally, case studies, questionnaires, movie scenes, assignments, group discussions, and role plays will be utilized.
Online: The training courses in online format are developed using the Flipped Training methodology, which combines live sessions with a specialist trainer via webinar, with situation analysis, discussions, and group work carried out by participants both individually and collectively. Its compact format allows for maximum utilization of the sessions and compatibility with professional obligations, ensuring a quick transfer of the knowledge learned to the workplace.
Target Audience
- Salespeople, Sales Delegates, Sales Managers.
- New hires.
- Professionals who want or need to update their professional performance.
- Professionals who are about to be or have been promoted to a new position or responsibility.
- Professionals without prior specific training.