Consultative Selling

Training Provided by Interpersonal Development 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.

Consultative Selling --

About The Training Provider: Interpersonal Development