Sales Consulting Approach

Sales Training

Sales Consulting Approach

It is a training for which 40% of the time is focused on concepts, processes and techniques, followed by 60% of practice to develop participants’ skills in sales consulting.

target
  • Preparing your sales consulting approach
  • Developing the questioning skill to quickly identify the sale’s needs, expectations and opportunities
  • Developing an argument that highlights the client’s benefits
perso
  • Accounts managers
  • Representatives
  • Internal or external sellers
livre
  • Initial exercise: Who wants to buy my gizmo?
  • Preparation of the meeting, objectives and strategies
  • Initial meeting and how to successfully establish contact
  • Understanding personality profiles to adjust efficiently
  • Practical exercise to establish contact
  • Questioning techniques to uncover the client’s expectations, needs and motivations
  • Verbal, non-verbal and paraverbal communication
  • Practical questioning exercise to identify needs
  • Formulation of the proposition as a solution: presentation in GACC
  • Learning how to efficiently manage objections
  • Practical exercise on objections handling
  • Closing the sale
  • Integration exercises and simulations “all for one” to practice concepts seen
clock
  • 1 or 2 day(s) depending on the level of experience
  • Group of ± 15 participants