Consultative Selling

About the workshop

This workshop has been created to help participants master sales from A to Z. Participants will be able to learn tools and techniques that will lead to better sales.

Upon completion of the workshop, participants will complete an action plan to ensure/monitor application of the learning.

Learning Objectives

By completing this workshop, you will be able to:

• Identify sales models

• Understand and apply the sales process

• Communicate successfully and use body language

• Understand and identify different behavioral styles

• Use the right questions the right way

• Handle objections and close deals

• Understand the basics of negotiation

Topics Covered

1. The Sales Process

a. Cold Calling

b. Meetings

c. Proposals

d. Negotiation

e. Closing

f. After Sales

2. Sales Funnel

a. Prospecting

b. Qualifying

c. Identifying needs

d. Presenting Solutions

e. Managing Objections

f. Closing the Sale

g. Follow-up and Referrals

3. Sales Communication

a. The First Impression

b. Believability

c. The Importance of Tonality and Capturing Attention

d. Building Rapport

e. Listening Skills

f. Understanding Perception

g. Improving Body Language

h. Reading Body Language

i. Dressing for Success

j. Understanding Behavioural Styles

k. Adapting to your Customer’s Style

4. Negotiation Basics

a. Understanding Negotiation Strategies

b. Planning for a Negotiation

c. Negotiation Tactics

d. Dos and Don’ts of Negotiation

Duration: 12 hours