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Assertive consultative selling: Take control of the customer conversation
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
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.
Schedule
Tuesday 25/05/2021 - 15:00-18:45
Friday 28/05/2021 - 15:00-18:45
Description
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 is a sales strategy & sales management consultant, and a CyHRDA certified trainer. He has 20 years of experience in business sales, sales management, and account management. During his career he has held a number of roles, including serving as Sales Manager at Cablenet Communication Systems for a period of 10 years, where he set up and developed the Cablenet Business Services division. As a consultant and trainer he advises organisations on sales management and sales strategy, and offers training on Sales, Account Management, and Customer Service. He holds a Bachelor and a Master’s degree in Information Engineering from the University of Cambridge (UK) and an MBA from the Cyprus International Institute of Management.
See all courses by Alkis Kaimakis
