Consultative Selling
Train the Trainer
Consultative Selling Skills
Business Case
One way the company can improve sales revenues is by improving the selling skills of inside and outside sales people, and by tracking, reinforcing and measuring results. Staff can create revenue by offering customers greater options. They can build customer loyalty by better matching customer needs to products, and by resolving difficult situations to the customer? s satisfaction.
Course Modules
The consultative sales process
Listening and probing for customer needs
Overcoming objections and closing
Up-selling and cross-selling
Managing difficult situations for positive results
Course Design
The six modules are covered in two days. Learning activities are interactive, fast paced and focused on skill development to produce results. Each module includes either skill practise sessions or other direct application exercises.
Course Outline
Module 1; Consultative Selling
Introductions
Course Objectives
Participant Expectations
Learning Contract
Course Benefits
Company Sales philosophy
Product pushing versus need based selling
Customer needs and types
Module 2: Listening and probing for customer needs
Listening for facts and feelings
Open and closed probes
Follow up probes to uncover the real needs
Module 3: Presenting your solution
Customers buy benefits
How to convert features to benefits
Multimedia dos and don? ts
Preparing your presentation
Body language
Involving the customer
Module 4; Overcoming objections and closing
Types of objections
Common objections
Three steps to overcome the objection
Buying signals
Closing techniques
Module 5: Managing Difficult Situations
Four types of situations
Three steps to defuse the situation
Managing feelings
Problem solving skills
Follow Up and Reinforcement
Participants will complete an Action Plan during the course. The plan applies the learning to selling situations. It will include target dates and measurable outcomes. Supervisor/ managers follow-up with every participant to insure results are achieved.
Project Deliverables
1. Trainers Guide in PowerPoint. Each module includes learning objectives, instructions for managing learning activities, discussion questions, key points, and estimated times for each activity.
2. Workbook materials in MS Word. Materials include key points, instructions for learning activities, check lists, observer guides, job aids and the Action Plan.
Business Case
One way the company can improve sales revenues is by improving the selling skills of inside and outside sales people, and by tracking, reinforcing and measuring results. Staff can create revenue by offering customers greater options. They can build customer loyalty by better matching customer needs to products, and by resolving difficult situations to the customer? s satisfaction.
Course Modules
The consultative sales process
Listening and probing for customer needs
Overcoming objections and closing
Up-selling and cross-selling
Managing difficult situations for positive results
Course Design
The six modules are covered in two days. Learning activities are interactive, fast paced and focused on skill development to produce results. Each module includes either skill practise sessions or other direct application exercises.
Course Outline
Module 1; Consultative Selling
Introductions
Course Objectives
Participant Expectations
Learning Contract
Course Benefits
Company Sales philosophy
Product pushing versus need based selling
Customer needs and types
Module 2: Listening and probing for customer needs
Listening for facts and feelings
Open and closed probes
Follow up probes to uncover the real needs
Module 3: Presenting your solution
Customers buy benefits
How to convert features to benefits
Multimedia dos and don? ts
Preparing your presentation
Body language
Involving the customer
Module 4; Overcoming objections and closing
Types of objections
Common objections
Three steps to overcome the objection
Buying signals
Closing techniques
Module 5: Managing Difficult Situations
Four types of situations
Three steps to defuse the situation
Managing feelings
Problem solving skills
Follow Up and Reinforcement
Participants will complete an Action Plan during the course. The plan applies the learning to selling situations. It will include target dates and measurable outcomes. Supervisor/ managers follow-up with every participant to insure results are achieved.
Project Deliverables
1. Trainers Guide in PowerPoint. Each module includes learning objectives, instructions for managing learning activities, discussion questions, key points, and estimated times for each activity.
2. Workbook materials in MS Word. Materials include key points, instructions for learning activities, check lists, observer guides, job aids and the Action Plan.
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Training
Provided by Interpersonal Development
- A asked: I am interested in your consultative selling course and detail on cost, when it can be delivered and where.
- K asked: I am not currently a trainer for any organization, however I am very interested in becoming a corporate trainer in the Rochester, NY area. Would this seminar training be for me? Thank you in advance, K
- D asked: Do you have a schedule and pricing for the consultative sales training in Rochester NY? Thank you
- E asked: Please is it possible to buy the Consultative Training Material mainly Powerpoint presentation, manual and DVD and handout. I will appreciate your favourable response to my request. I am: EGHOSA OBAZEE Assistant General Manager (Group Head, Business Solution) SYSTEMSPECS LIMITED LEWIS STREET OBALENDE LAGOS TEL: E-mail: com. ng com Website: (login required) systemspecs. com. ng I am trying to training my sales people on Consultative Training Sales Process
- M asked: Hello, Our company is following the Wilson Learning Counselor Salesperson methods. I would like to be a Sales Trainer in the next years and want to start taking classes to prepare me for this. Can you please tell me about the day course. What is the outline, dates, and cost? thank you,
- asked: More information on Consulatative and relatioship building.
Consultative Selling
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About The Training Provider: Interpersonal Development
Interpersonal Development - We improve corporate sales results by using our Behavior Modeling Technology (BMT) to develop the selling skills of your sales people. We offer a full line of sales and sales management training courses, customizable to your specific market needs. Courses are delivered by our seasoned trainers, or we can certify your trainers to do delivery. Courses are available in English, Spanish and...
