Enhance your sales prowess and develop consultative skills to drive meaningful customer interactions and achieve sales success.
#ConsultativeSelling #CustomerNeeds #SalesExcellence
Duration
14 hours
Language of Delivery
Cantonese or English
Introduction
In today’s competitive business landscape, successful sales professionals understand that building lasting customer relationships is crucial for sustainable growth. This workshop is designed to equip participants with the knowledge and techniques needed to master consultative selling approaches.
Through interactive sessions, role-plays, and practical exercises, participants will gain a deep understanding of the sales process and how to effectively engage customers, understand their needs, and guide them towards making informed purchasing decisions.
Course Details
Objectives
The objective of this two-day workshop is to provide participants with the essential skills and strategies for consultative selling. Participants will learn how to build rapport with prospects and customers, uncover their needs and challenges, and effectively communicate the value of their product or solution.
By the end of the workshop, participants will be able to confidently navigate the sales process, handle objections, and close deals by creating win-win outcomes.
Methodology
This workshop adopts a highly interactive and experiential learning approach. Participants will engage in a variety of activities, including group discussions, role-plays, case studies, and simulations. These activities will allow participants to practice and apply the consultative sales techniques in a supportive and dynamic environment.
The workshop will be facilitated by experienced sales professionals who will provide valuable insights, personalized feedback, and guidance throughout the learning journey.
Key Takeaways
Participants will learn how to:
- Pre-qualify leads and prospects through effective planning and research
- Set a customer-focused agenda and understand the buying process
- Uncover customers’ needs, circumstances, and challenges through strategic questioning techniques
- Adapt their communication style to connect with customers’ behaviors and preferences
- Handle objections and skepticism with finesse, using cushioning techniques and reinforcing value
- Recognize buying signals and guide customers towards commitment and agreement
- Lead customers through the key next steps in the sales process and close deals successfully
Agenda
- Planning & Pre-Qualifying our Leads/Prospects
- Understanding & preparing based on background information
- Defining our product/solution’s value
- Analysis of competitors
- Opening the Call
- Setting the agenda with the customers to guide them
- Understanding the buying process
- Understanding our Customers’ Needs, Circumstances &
Situation- Questioning to delve into customer issues & challenges (CCC)
- Creating the urgency to move the sale forward
- Understanding our Customers’ Behaviors & communication
styles- D-I-S-C Communication Styles
- Assessing the styles & characteristics
- How to recognize your Customers’ styles
- Adapting your approach
- Resolving
- Handling Objections/Skepticism
- Using the skill of Cushioning
- Reinforcing the Value
- Committing
- Understanding & recognizing buying signals
- Ensuring customer commitment & agreement
- Leading the customer to the key next steps in the sales process
- Closing the business interaction on a Win – Win
- Summary, Goal Setting and Close of Seminar
Target Participants
Suitable for professionals from various industries and sectors who are involved in sales and customer engagement. Whether you are a seasoned salesperson or new to the field, this workshop will provide valuable insights and practical techniques to elevate your sales performance.