Consultative Selling Technique Course (2 days)
What is the point of having the best products or services, but you are unable to sell them successfully to your targeted customers?
The training course is aimed at equipping sales professionals with skills to achieve long-term success. It is a technique that is used by intentional sales professionals to foster authentic, long-lasting and customer-centric relationships.
It’s not enough to be just the preferred vendor. Elevate your position to a trusted advisor position. True relationships based on trust foster loyalty, which in turn builds a sustainable and rewarding situations for both.
Many sales course teach transactional selling. The difference this course makes to you and your team is that you will be equipped to rise above the tough economic times by being your customer’s champion.
Course Title: Consultative Selling Technique
Date: 11 – 12 Sept 2024
Venue: Empire Hotel Subang
Trainer: Gina Phan
Fee: (Member): RM1,200 per person (No SST) | (Non-Member): RM1,500 per person (No SST)
HRD Corp-Claimable: Yes
Lunch, tea-breaks, and course materials provided.
Contact information: dir.academy@iwfcimalaysia.net or fill in this enquiry form.
TOPICS COVERED
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Hourly Schedule
Day 1
- Needs and Challenges
- What makes a credible advisor
- Sales Funnel
- Prospecting and how to qualify
- Personality Groups
- How to motivate buying decision according to personality groups
- Why people don't buy
- The 4 reasons
- Associate
- Overcome the No-Trust Barrier: Rapport and Trust
- Explore
- Overcome the No-Need Barrier: Strategic question plan
Day 2
- What people buy
- From features to benefits (FAB)
- Champion
- Overcoming the No-Help Barrier: Sell on biggest benefit using structured approach
- It's OK but ...
- Overcome objections
- Closing Techniques
- Assumptive Closing Techniques and more
- Uphold
- Overcome the No-Satisfaction Barrier: Position for referrals and repeat sales
