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.
Contents
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