This 2-day workshop has been designed to enable participants to understand face-to-face selling and building customer relationships. The program employs extensive activities such as group discussions, case studies, role-playing, and games and is particularly helpful for those selling complex or high end products and/or services which require the seller to serve as a consultant.
Duration:
2 days
For Whom:
Designed for sales managers, sales executives, client relationship staff, account managers, service executives etc.
- Consultative selling
What is it? Why do you need it? conventional selling vs. consultative selling, consultative selling principles and cycle - Getting your customer’s attention
Preparing to sell, Identifying prospective customers, approaching prospective customers - Arousing your customer’s interest
Customer’s three stages of needs, moving the customer up to the highest stage of needs, changing customer’s existing vision - Creating a desire to buy
Exploring options, creating a desire to buy - Negotiating and dealing with objections
LAPACT objection handling tool - Closing the deal
Closing techniques, common types of objections and how to deal with, close an unsuccessful sale - Checking customer satisfaction
Why do we need to check this? Some methods to follow-up
