magic of consultative selling

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The MAGIC of Consultative Selling

"One customer, well taken care of, could be more valuable than $10,000 worth of advertising." – Jim Rohn

With creativity and insights from sales professionals, customers can potentially gain understanding of applications of products and services but the perception of customers are key. How then, do sales professionals establish the rapport, adapt their approaches to sell solutions, convince and persuade customers?

The key lies in “people buy people” and how a change in attitude and methodologies of the sales professionals can create MAGIC in their selling processes.

Program Objectives:

This program will enable participants to use a Consultative-Selling strategy that sets the salesman as a consultant to the customer focusing on the customer’s requirements to achieve his satisfaction. It will help participants to:

Prioritize high-level activity to achieve business results.
Understand how to employ company values, standards and processes to differentiate themselves from the competition.
Know how to use opportunities to make a sale through understanding the customer’s needs.
Learn the skill of Rapport Building
Acknowledge the importance of building relationship and tactics of proactively engaging customers.
Demonstrate a probing strategy and appropriate interactive skills in role practice.
Use the benefits to tailor solutions for their customers that meet with the buyer criteria.
Handle buyer objections using a process that will set them apart as consultants Vs sales people.
Objection Handling: It explains to sales people how to turn objections into opportunities and how to handle difficult customer through resolving their concerns.

Role-plays: As an integral part of this workshop, attendees will practice the different sales activities and strategies through a combination of individual and group tasks, case studies, discussions and role-plays.

Recommended Participants:

Sales Executives, Account Executives & Consultant, Sales Supervisors and Sales Managers.

Duration: 3 Days.

Click here to register.

Tailored Courses Every open course can be tailored to the exact needs of your organization and run as an in-company training program.

"Extra-run" Courses The date of the course you are interested in already passed?

Fill out the Extra-Run Courses Form and send it to IMI and we will carry out an extra-run of the course as soon as a minimum number of participants request this course.

If you have any inquiries, please click here.