Course Objectives

The course is designed to help the participants in meeting the following objectives:

• To create a differentiation between consultative selling techniques and conventional selling techniques
• To learn about the 6 steps - consultative selling cycle
• To know how to practically apply consultative selling techniques

Course Content

Overview of the Workshop

Define Consultative Selling

• What are consultative selling techniques?
• What is the difference between consultative selling and conventional selling?
• Why to use consultative selling?
• The basic principles and cycle of consultative selling

Step 1 – How to Get Customers’ Attention

• Preparation for selling
• Identification of the prospective customers
• Approaching prospective customers

Step 2 – Stimulating Customers’ Interest

• Three stages of customers’ needs
• Helping the customers to move towards the highest stages of needs
• Changing customers’ existing vision

Step 3 – Arousing Desire for Buying

• Exploring options

Step 4 – Negotiating and Handling of Objections

• LAPACT – Objection handling tool

Step 5 – Closing the Deal

• Closing techniques
• Dealing with common types of objections
• Close an unsuccessful sale

Step 6 – Evaluating Customers’ Satisfaction

• Why to evaluate customer satisfaction
• Techniques for assessing and evaluating customer satisfaction
• Follow-up
• Concluding remarks, action planning and wrap-up

Course Methodology

The training is going to be highly interactive combination of lectures, group discussions, questionnaires, individual reflections, role plays, simulations and videos.

Target Audience

• Senior Executives
• Marketing Executives
• Product Managers
• Professionals Involved in any form of Business Intelligence

Duration

2 Days (08:30–14:30) with appropriate breaks for tea/refreshments and lunch.