Consultative Selling Techniques

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Introduction

There will always be a “Price War” in almost every industry and most sales person who are untrained would prefer to be in an organization that provides the “Cheapest” product or service in their industry. These untrained individuals are also known as “Order Takers” by some but the fact of the matter is that they are not trained and equipped with the skill as a consultative sales expert. This technique of selling is used by professional sales people who sells big ticket items and they are usually from organizations that are market leaders.

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • List down a detailed Sales Process Flow
  • Build and maintain relationship with customer as a consultant
  • Identify different types of customers in their industry
  • Close and gain confidence from their customers
  • Plan and prepare for an appointment
  • Match their customer needs to their product and service
  • Apply effective negotiation strategies

Who Should Attend

Sales Executive, Managers, Directors, Business Development Manager

Methodology

This course will be conducted through interactive lectures, PowerPoint presentation, video presentation, role-play, and group discussions

Module

  • INTRODUCTION
  • THE SALES PROCESS
  • SALES PRESENTATION
  • CLOSING THE SALE
  • HANDLING OBJECTIONS EFFECTIVELY

RM2,600.00 RM1,000.00

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Request For In-House
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Fee: RM 1,000 per pax


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Duration: 2 Days


Note: In-house course is available. Request it HERE

Introduction

There will always be a “Price War” in almost every industry and most sales person who are untrained would prefer to be in an organization that provides the “Cheapest” product or service in their industry. These untrained individuals are also known as “Order Takers” by some but the fact of the matter is that they are not trained and equipped with the skill as a consultative sales expert. This technique of selling is used by professional sales people who sells big ticket items and they are usually from organizations that are market leaders.

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • List down a detailed Sales Process Flow
  • Build and maintain relationship with customer as a consultant
  • Identify different types of customers in their industry
  • Close and gain confidence from their customers
  • Plan and prepare for an appointment
  • Match their customer needs to their product and service
  • Apply effective negotiation strategies

Who Should Attend

Sales Executive, Managers, Directors, Business Development Manager

Methodology

This course will be conducted through interactive lectures, PowerPoint presentation, video presentation, role-play, and group discussions

Module

  • INTRODUCTION
  • THE SALES PROCESS
  • SALES PRESENTATION
  • CLOSING THE SALE
  • HANDLING OBJECTIONS EFFECTIVELY

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Gerald Kong Wai Kheong
Biodata: With the advancement of Social Media in today's communication, Gerald believes that mastering the skills to lead and network can provide a wealth of unending resources and possibilities. With these strong convictions and experience, Gerald runs very successful, impactful and effective programs and workshops sharing his knowledge in leadership, and marketing with different organizations. As part of the process, Gerald equips his participants with leadership and sales skills especially in the areas of strategic planning and sales techniques. He is the business trainer of the largest networking group in the world that specializes in referral marketing which passed more than USD6.5 billion worth of business in 2013. He has been appointed by the Ministry of Human Resource Malaysia to train and certify other corporate trainers.

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