Professional Consultative Selling Skills

Professional Consultative Selling Skills

Introduction:

This course is introduced to you by the International Academy of Human Resources Development (IAHRD). Our courses are specially designed to meet your needs, explained to you by experts with a long experience in the field.

 This course is your way to be a professional business partner rather than an ordinary sales person. Customers usually have high expectations from sales people, which tells how important are the decisions made by sales people. The training is going to be highly interactive combination of lectures, group discussions, questionnaires, individual reflections, role-plays, simulations and videos. Remember that the professional consultative selling skills are your keys to success in the field of sales, whichwill be comprehensively tackled in this course.

Objectives:

After attending this course, participants will be able to:

1. Differentiate between the techniques of both conventional selling and consultative selling.
2. Grasp and apply the behaviors and skills of professional consultative selling.
3. Fully understand the six steps of the consultative selling cycle.
4. Practically apply the techniques of consultative selling.

Content:

Module 1 :

1. What is the definition of consultative selling?
2. Why to use consultative selling?
3. Basic principles of consultative selling.
4. The techniques of consultative selling.

Module 2:

1. What is the cycle of the consultative selling?
2. Why and when to use it?

Module 3:

1. Application of the basic six steps to the consultative selling cycle.
2. Step one is to get customers attention.
3. Step two is to simulate customers interests.
4. Step three is to evoke the desire of buying.
5. Step four is to negotiate and manage objections through LAPACT.
6. Step five is to close the deal through professional closing techniques.
7. Step six is to evaluate the customers satisfaction.

Module 4:

1. Why to evaluate customer satisfaction?
2. Techniques for assessing and evaluating customer satisfaction.
3. Follow-up.
4. Concluding remarks, action planning and wrap-up.

Who should attend?

1. Senior Executives.
2. Marketing Executives.
3. Product Managers.
4. Professionals Involved in any form of Business Intelligence.
5. Interested candidates of business graduates or undergraduates who would like to plan for their future career.