Consultative Selling Skills
by Stanis Benjamin / Graham Carter
Why You Should Attend This Course
The competition is tougher than ever, and the pace is much faster. It is no longer enough to just have a great product and deliver a persuasive presentation on the features and benefits you offer. These days, selling isn’t about convincing the customer to buy your product. Instead, you must learn to function as an expert consultant who has the skills and patience to first identify what the customer really needs and wants, and then help him obtain it.
This program teaches the process of developing problems into needs that can be satisfied by closing the sale. Successful sales professionals understand the importance of selling to customers’ needs. But the top professionals understand how to actually create and develop needs before presenting solutions.
- Be aware of the difference between consultative selling and other common sales approaches
- Reduce your sales cycle duration by discovering and eliminating unnecessary sales activities.
- Demonstrate techniques on bringing value to customers and prospects using consultative tactics and strategies
- Gaining important insights into the customer’s and prospect’s decision-making process and mind-set
- Synchronize sales tactics and techniques with customers buying style and help them to make buying decisions.
- Utilize the right sales strategy and tools to provide solutions for different customers and situations
Day 1
- The Consultative Sales Process
- Principles of Consultative Selling
- Identifying Consultative Sales Situations
- Power Of Pre Call Planning In Consultative Selling
- Consultative Selling Toolkit
- Moving From Selling Strategies To Buying Strategies-Beyond Transactional Selling
- Understand How Different Buyer Needs And Behavior Types Influence The Sales Process
Day 2
- Recognize The Factors That Affect Buyer Behavior In The Consultative Sales Process
- Building Value Through The Consultative Sales Process- Identify Opportunities To Add Value
- Questioning And Interviewing Techniques To Determine Buyer Attitudes, Situations And Priorities
- Determining Needs And Directing Benefits To Meet The Customer’s Situation
- The Right Techniques To Communicating Value and Recommended Solutions
- Consultative Selling Tools that Influence Closing –Right Ideas and Words to Add Exceptional Value
- Creative Solutions and Options To Get Customers Commitment –The “Close”
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.
Sales Management, Head of Sales and Marketing, Sales and Marketing Directors, Business Development Executives, Financial team, Sales team leaders and managers and all those who carry responsibility for achieving Sales Objectives and would like their teams closing ratios to improve.
(Course will be conducted by one of the following trainers)
Stanis Benjamin, Master Facilitator and Distinguished Toastmaster, is a motivational humorist and an accomplished speaker, consultant and trainer in the fields of business presentation skills, sales, communication, customer service, leadership and strategies for personal success. As a coach, consultant and keynote speaker, he has addressed many companies and institutions and helped senior executives, high-achieving professionals and beginners to reach higher levels of performance.
Stanis is a thought leader on how to create and sustain high performance. He combines theory with management practices to develop action-oriented techniques for building winning teams. He has been invited as an expert to speak on the topics “Behaviour Focused Communication and Humour in Presentations” and presented on Positive Business Minutes for News Radio 93.8.
He has gained excellent reputation for his work with human resource and training departments of numerous organisations to design and develop Sales, Personal Effectiveness, Leadership and Communication training programmes. Stanis brings with him over 15 years of training and coaching experience and is accredited as an Executive Leadership facilitator.
Graham Carter, Senior Facilitator and a leading member of the Australian Institute of Training and Development, Graham Carter is an accomplished speaker, consultant and a highly effective trainer/facilitator of key skill development programs such as ;Business and Marketing presentation skills, Sales and Negotiation capabilities, Trade Marketing, Strategic Account Management, Customer Service, Front line management, Coaching for Excellence, and Team building.
As a coach, consultant and keynote speaker, he has addressed many companies and institutions across the Asia Pacific region and has helped senior executives, high-achieving professionals and beginners to reach higher levels of performance.
Graham knows how to create and sustain high productivity, combining theory with practice to develop action-oriented techniques for building winning performance and teams. He has been invited as to speak on the topics “Better Business Communication” and “Professional Selling” at many leading business conferences including large corporations such as Mars Inc, L’Oreal ,Nestle, P & G, Dairy Farms, Universal Pictures, Fuji Xerox to name a few.
Authoring numerous sales, negotiation and business communication training programs for large companies and having facilitated these across many different company divisions Graham has an exceptional knowledge of the various trade channels that businesses operate in, such as Retail Supermarkets, Pharmacy, Health and Beauty, Foodservice, Contract negotiations, B2B, and the Insurance industry.
His natural charisma, ability to captivate and keep his audience focused is a key factor in the exceptional results and feedback ratings received on a consistent basis.
He is the founder and principal consultant at Skill Enhancement Training International and an associate trainer with the Marketing Institute of Singapore, Step-up International, Glendinning Management Consultants and has work across the region since 1991 having resided in Singapore , Thailand and Australia.
- Be aware of the difference between consultative selling and other common sales approaches
- Reduce your sales cycle duration by discovering and eliminating unnecessary sales activities.
- Demonstrate techniques on bringing value to customers and prospects using consultative tactics and strategies
- Gaining important insights into the customer’s and prospect’s decision-making process and mind-set
- Synchronize sales tactics and techniques with customers buying style and help them to make buying decisions.
- Utilize the right sales strategy and tools to provide solutions for different customers and situations
Dates
19 – 20 Oct 2021
Course Fee
S$805.00
The class offers in-class only
- Time: 9am – 5pm
- MIS Member enjoy 10% Discount
- Register for 8 or more participants to enjoy 10% Group Discount