Advanced Selling Skills
The complexity of selling in today's environment requires you to develop
your consultative selling skills to meet sales objectives. Increasingly,
your role is developing into one of value-partner consultant rather than
a traditional salesperson.
You will
Learn to:
1. Learn how to move away from the basic
selling relationship to a
consultative selling and relationship-based
customer retention
model
2. Develop your knowledge, skills, and behaviors in your
consultative selling role
3. Learn relationship selling skills which will help you
build
sustained relationships with important
customers by pro-actively
anticipating their needs
4. Develop your consultative selling competencies which
will
maximize the business relationship with your
clients
5. Sharpen your interpersonal skills and communication
behaviors
to manage the relationship more effectively
I.
Structuring the Consultative Process
- Parallels and differences to the
traditional approach of selling
- How to educate your customer on their problems
- How to educate your customer in a way that they want
their
problems to be solved now
II.
Developing Consultative Knowledge and Skills
- Why the traditional selling
approach creates resistance and
rejection
- How to avoid up to 90% of all objections by using
the
consultative approach
- The skills of sales consultants
III.
Managing the Customer Relationship to Increase Business
- Packaging your products and services in a way which
invites the
customer to do repeat business with you
- Design and control the information flow in a way which
supports
repeat business
- Build your personal network in your customer's company
- Learn how to sell to other decision-makers through the
person
you deal with
IV.
Competing On Value: Selling Value Performance Instead of Product
Performance
- The no. 1 rule of value-added
selling and its practical
consequences: the perceived value of services
disappears after
they are performed, and what you can do about
it
- The no. 2 rule of value-added selling: it is the
customer's value
perception which counts.
