Description
CONSULTATIVE SALES SKILLS TRAINING
A comprehensive sales program designed to elevate sales professionals from transactional “order takers” to becoming trusted advisors. The program focuses on understanding customer needs, effectively handling objections, and avoiding discount-driven sales. Participants learn to adopt a more consultative approach to precisely identify and address customer needs, shifting to solution-based selling to communicate value, and strategies for gaining commitment and closing deals seamlessly.
BY THE END OF THIS COURSE, PARTICIPANTS WILL BE ABLE TO:
- Identify the needs and benefits of customers
- Handle objections and sell the difference without discounting
- Move up from transactional sales to becoming their clients’ trusted advisor using simple, practical tools
WHAT WILL YOU LEARN
THE B2B SALES PROCESS
- Understanding the different stages of the B2B sales process
- Connecting with more senior stakeholders and decision-makers
- Understanding what makes prospects say “yes”
THE CONSULTATIVE APPROACH TO SELLING
- Identifying your prospects’ needs
- Transforming features into targeted benefits
- Understanding what value looks like to each customer
SELLING SOLUTIONS – NOT YOUR PRODUCT
- Shift from over-selling your product to “prescribing solutions”
- Communicate value and benefits to the customer
- Get your customer to buy-in – even at a premium price
- Strategic upselling techniques
GAINING COMMITMENT AND CLOSING THE DEAL
- Be seen as a valuable resource by your customer
- Gaining trust and clients who repeatedly buy from you
- Closing the deal without resistance
