OBJECTIVE - to master strategy and tactics of consultative sales

TASKS:

• To work out all stages of the consultative sales
• To form sales process management skills
• To learn the effective techniques interaction with consumers

PARTICIPANTS - sales managers, consultants

IN THE PROGRAM:          

The individual style of big sales - the main principles of interaction between the seller and the customer; personal sales style - use of individual characteristics and strengths; the psychology of customer needs, identifying implicit and explicit needs

Work with the client at the stage of forming the needs - consultative approach as big sales specifics, investigation of the customer needs is the basis of client’s motivation to make a purchase; conversion strategy of "hidden" needs into "explicit" needs; offering the product/service, focusing on the advantages for the client

Work with client during the selection of the product, overcoming final doubts - situational questions, planning, preparation; identification of client’s selection criteria; goals and objectives of problematic questions; extracting questions and the outcomes tree; working with unfavourable selection criteria; increasing the importance of favourable selection criteria in customer’s perception; art of introduction of new selection criteria and competitive advantages; forming client’s conscious desire to solve the problem; influencing the customer perception of the "Problem - Price" ratio; guiding client by questions on the benefits of the purchase; identification of final doubts of the client and the ability to respond to different types of objections; deal closing techniques in consultative sales

SKILLS TO BE DEVELOPED:

Analytical, presentation, influence and persuasion, self-confidence, guiding with questions

 

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