Sales excellence to drive profitability, customer loyalty and differentiation
- Relationship building
- Power questions that evoke customer attention
- Opportunity mapping and mining
- Build relevant offerings & resolve objections
- Closing the sale
- Customer follow through
The unique approach in consultative sales empowers sales personnel with a set of customer-centric tools in his/her selling, thus differentiating them in the eyes of the customers, immediately. Mastering consultative sales means, the customers look-up to your sales team in solving their problems, seeking recommendations and therefore earning a significant lead with respect to competition. In a world driven by in-bound sales, consultative sales is the definitive practice to stay profitable and win loyal customers.
- Duration – 3 Days, customised to your needs
- Needs assessment
- Pre-work to design role plays/case-lets close to real-life
- Sales training workshop with active coaching and championship to adopt the sales process
- Post-training follow-through and reviews to ensure learnings are applied
- Master a consultative sales process
- Demonstrate assertiveness
- Self-confidence in pitching with recommendations, to earn strong client buy-in
- Develop and use an effective questioning process to understand and develop the buyer’s needs, challenges, implications and motivation
- Build effective sales conversations
- Sell with enthusiasm
Who should attend?
- First time Sales Managers
- Back-office Sales Team Members
- Sales Team Leaders/ Managers/ HODs
- Client Service Professionals, especially in service businesses
- Customer Account Managers, Regional Heads
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