Location
UAE, Dubai
Dates
Dates flexible (2 days)
Course Type
Professional Training Course
Accreditation
Yes (Details)
Language
English
Price
$1,800 $1,530 only

Special prices available

Course Overview

This course guides participants how to make the move from an ordinary sales person to a business partner. Individuals who monitor customers’ expectations and work with them to help and achieve their business objectives.

Customers have high expectations from the sales people who manage their accounts and make important decisions for them. Thereby, consultative selling skills impact the retention and development of customer relationships. Titles, such as trusted business partner, valued professional partner, are being commonly used, but it is one thing to give somebody a title, it is another to help them develop the skills and behaviors to do the job!

Who should take this course

Sales managers and executives involved in B2B corporate sales and B2C personal sales.

Accreditation

IKL Certificate

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 Objection

  • 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

About Course Provider

Institute of Knowledge and Leadership (IKL) has emerged on the global map of learning, talent development and executive education as a highly advanced and qualified training platform. IKL is based in Dubai and serves prominent clients from across the MENASA region.

The distinctive factor about IKL is its significant, highly qualified and skilled pool of global trainers, primarily equipped with state of the art training methods and techniques coupled with the passion to share knowledge and to co - create a value proposition with organizations and their teams. IKL has trainers across the globe from 25 nationalities, over 200+ knowledge areas, and with a cumulative training, knowledge creation, sharing, and dissemination experience for over 1000+ years with over 2 million participants globally.