Introduction to consultative selling: the continuous flow of sales
Concentrate on clients’ needs and their businesses
The consultative seller as a profit improver
Using skills of communication, negotiation and analysis to transform traditional selling into consultative selling
Consultative selling: the key stages in the process
Preparing the meeting
First contact with a potential client: identifying psychological reasons for making a purchase and power maps, as a way of identifying who makes the decisions, who influences them and who might oppose them
Using an ROI logic to assess needs
How to present a solution
ROI-driven reasoning: features and benefits
Decisions and techniques for closing
Acquire techniques useful for building long-lasting relationships with customers
Establish client needs in a professional manner
Create an effective consulting presentation to smooth the transformation from “price-driven” vendor into trusted consultant and run a “ROI-Driven Negotiation”
Understand the sales process and your rolein producing added value for the client
Alternating between lectures and active learning:questionnaires, role play exercises, action plans, self-assessments to create the most suitable selling model
Trying out techniques and strategies that can be applied day to day
Conclusive personal action plan to help define and keep track of measurable objectives and actions
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