UAE, Dubai
Dates flexible (2 days)
Professional Training Course
Yes (Details)
English
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.