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Not surprising, many salespersons are viewed as vendors or suppliers because clients do not see his value beyond the benefit of the solution or product sold. Unless you can engage and identify value from your client's point of view, you lose.
The answer is to sell the way client buy, i.e. focus on the client's buying process instead of the sales process. To do so, you need to develop diagnostic skills to help clients uncover and realize their business pains. Then, seeing it from their viewpoint, help them to manage the pain of change by providing the precise answer.
With consultative engagement selling, you become a vital source of competitive advantage to your client because you provide solutions from the client's perspective. You become an extension of your client's business because you know what he needs and why he needs.
Preparing
to become a Top Consultative Engagement Seller
Duration: 2 days This
workshop equips participants with the essential skills that are needed to be a
consultative engagement seller; how to achieve sales goals through a methodology
of disciplined self-management and planning. Participants will also understand
the psychology and stages of the buying process from the customers' viewpoint
to gain empathy for the customer.
| PROGRAM
OUTLINE | Day
1:
Preparing To Be A Consultative
Engagement Seller |
- Trend
of transaction and relationship based selling
- Understanding
the psychology of the customer buying behavior
- Understanding
the complexity of the organization buyers
- Framework
of the Consultative Engagement Selling Model :
from call to close - Communication
skills: primary to a two-way communication mode
- Gathering
information about my organization's products and target market
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Day
2:
Self Management for the Consultative
Seller | | |
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Networking
and Prospecting Skills for Obtaining Leads
Duration: 1 day This
workshop introduces the finer points of networking and prospecting for new customers
as a consultative engagement seller. Participants will be trained to see prospecting
as a long term approach instead of the tactical 'hit and sell' approach commonly
practiced. Business etiquette and conduct during networking will also be addressed.
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Identifying
Prospects' Needs at the First Sales Call
Duration: 1 day If
you fail to plan, you plan to fail. This 1-day training session provides the steps
to achieving a successful customer call by emphasizing on due diligence that is
often forgotten during the pre-planning phase. The participant will learn how
to organize himself, deliver his first consultative-based meeting and create trust
and credibility fast with the customer using the F.I.R.E® model - guaranteeing
a return call for more information!
| PROGRAM
OUTLINE |
- Sales
prepared checklist
- The
purpose of sales calls
- Key
elements for a productive sales call
- How
to select the right time for the appointment
- Why
customers decline your appointment
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How to create a positive first impression with F.I.R.E®
- Flex
: Mirror and match your customer's style
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Impress : Create an instant 10-second positive first impression
- Rapport
: Ideas to build rapport fast and make customers feel relaxed
- Engage
: Ask the right questions at the first meeting to uncover the needs
- Closure
and follow up after the sales cal
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Mastering
Objections for a Positive Outcome
Duration: 2 days Not
sure how to handle your customers' objections? This workshop helps you master
this key aspect of selling. It provides an overview of the benefits of objections
handling and how it can help inch you one step closer to a possible close. Participants
will learn how to avoid objections and how to communicate effectively while handling
objections. Techniques and tactics will also be covered to provide the sales persons
with the right words to use at the appropriate time.
| PROGRAM
OUTLINE | | Day
1: |
-
Why do customers raise objections?
- Common
types of objections
- How
to avoid objections in the first place
-
How to receive objections without frustration
- How
to respond to objections without a defensive stance
- Focusing
on the problem, not the person
-
Technique to master the objections handling dialogue with: P.U.S.H®
- P
: how to Paraphrase the concern and stay on the customer's side
-
U : how to Understand the reason behind the objection
- S
: how to Solidify and Summarize the opportunity
- H
: how to Help address your customer's concern
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| Day
2: |
-
Tactics to handle common objections
- Communication
skills
- Listening
and probing skills vital to making or breaking the situation
-
Body language that could unwittingly create the wrong perception
- Choice
of words : dos an don'ts
- How
to handle price objection with the P.R.O.B.E® technique
- Price
versus value
-
Life cycle management of cost
- How
to say 'No' when you really have to with S.N.E.L.P®
- How
to handle anger during the course of objections handling
- Summary:
Key tools to turn objections into a positive sales door opener
Related
Success Story:
Beyond Beauty International
Related
Articles:
'Sorry' Seems To Be The Hardest Word At Work
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Seizing
Opportunities to Close the Sale
Duration: 1 day Is
the deal sealed? Is the customer ready to sign the order? This 1-day session provides
an overview of the process to turn a high potential customer to a closed deal
and the importance of gaining commitment from the customer. Common tactical pitfalls
such as aggression and over-eagerness to close will also be addressed. Specific
techniques to close the deal and conclude the outcome will also be covered.
| PROGRAM
OUTLINE |
- The
customers' decision making process
- Understanding
the commitment stage from the customer's point of view
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Gain customers commitment at every step
- The
importance of being sincere & confident
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Communication skills that complement the situation
- Aggressive
versus passive versus assertive of typical sales person behavior
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Choice of words
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Tone of voice
-
Pace of actions
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How to identify buying signals?
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Hints from customer questions
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Comments within customer request
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Consensus and agreement
- Looking
for the cues from the customers' body language
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Managing the mid-point cliffhanger 'on hold' situation
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Focus on solution, not problems
- Verifying
customers' needs and outcome
- Subtle
techniques and call to action tactics
- Follow
up when the deal is sealed
- Service
role expected of the sales person
-
Follow up when the deal is not sealed
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Summary: customer building is a lifetime cycle
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