Assertive consultative selling: Take control of the customer conversation

For 3 registrations from the same entity, a standard 10% discount will apply. For over 4 registrations please contact us.

May 25, 2021 3:00 pm
May 28, 2021 6:45 pm
Live Online    View map
CPD Units
7 hrs
€220 + VAT


Tuesday 25/05/2021 - 15:00-18:45

Friday 28/05/2021 - 15:00-18:45

Share this Training Programme:

Back to Training Calendar

Request Information

Complete the below form and a member of the EIMF Team will contact you shortly. To register to this programme click the ''Register Here'' button above.


Event Details


In today’s sales, the buying process usually involves a group of decision makers, who can get easily confused by too many technical features salespeople throw at them.  Furthermore, it is often noticed that the biggest competitor is not in fact another company, but it is INACTION: the customer simply chooses to do nothing.


Therefore, there is a need for a more effective selling strategy, a methodology that deals with the indecisiveness of the decision makers, guides them and compels them to want to do business with you.



Training Objectives


This seminar will deliver a sales methodology that empowers sales professionals to uncover all their customer’s needs, expose unforeseen opportunities and the risk of doing nothing, and guide the customer with respect. This seminar will help individuals to personalise their approach according to each customer, and assertively take control of the customer conversation and drive the sale home.


The methodology has such a clear structure that both seasoned professionals as well as professionals with relatively limited sales experience will be able to adopt the sales methodology and produce impressive results in a limited amount of time.


More specifically, through this programme sales professionals will be able to:


  • Distinguish what consultative selling is, and why it is so effective in selling high-value products and services
  • Learn how to help clients express all their important business needs by assisting them to uncover needs that are hidden from their view
  • Determine how to re-frame the customer’s point of view
  • Buyer roles: To identify what drives each decision maker within the client’s organisation and choose your ‘angle of attack’
  • Distinguish typical personality types of your clients and determine how to effectively approach each one
  • Learn to customise your approach to each individual within the client organisation, depending on their business and personal drivers
  • Determine how to powerfully take control of the customer conversation in a way that leaves the customer inspired and ready to do business with you
  • Learn to uncover the real reason behind each objection the client voices out, and to establish a mechanism for managing such objections
  • Use assertive techniques to advance the sale in a way that respects nowadays decision makers and achieves results



Alkis Kaimakis

Alkis is a consultant and trainer, he is a founding partner and Director at Apriori Management Training, a local training & consulting company. He helps sales teams sell: he advises organisations on sales management and strategy, he delivers in-house sales training seminars that are custom-made to fit client's needs, and he offers one-on-one business coaching to sales executives. Here at EIMF he offers with us a number of training seminars on major sales subjects that have been developed having in mind the specific needs of our audience. He has worked in a number of industries - such as Market Research, IT, Telecommunications - and held a number of positions. Just to mention he served as the Sales Manager at Cablenet from 2008 to 2017, during Cablenet's period of high growth. Alkis holds an MBA from CIIM and he also has a Bachelor and a Master’s degree in Electrical Engineering from Cambridge University.
See all courses by Alkis Kaimakis