Mastering the Customer Service Centric Consultative Selling Skills

Course Objectives

• Influencing people around you using excellent service
• Master an easy-to-follow Consultative Selling guide to getting anyone to buy from you instantly
• Master the art of listening
• Recognize buyer’s motivations instantly with in-depth understanding of human’s need hierarchy
• Having a personal introduction, that arouses interest and build trust instantly using building trust skills
• Rid your sales “fear” and “procrastination” permanently
• Naturally deploy psychological techniques to create compelling reasons and a desire to purchase your product/service immediately
• Identify the features of your competition, to create distinction in your product/service
• Beyond features; How to show the real benefits of your product or service
• Winning business when you don’t have the lowest pricing
• Understand different personality and how to manage them
• Develop Proactive Attitude and Be Confident

Target Audience

This course is designed for all Sales Executives.

Methodology

• Lecture
• Case studies
• Role-play

Course Modules

Module 1: What Is Service Consultative Selling (SCS) and How It Helps To Improve Sales?
Module 2: The Professional Consultative Sales Process
Module 3: How Sales Consultant Build Relationship With Customers
Module 4: How To Use Influence, Matching & Mirroring To Build Rapport With Customers
Module 5: How To Apply Calibration To Enhance Your Capability With Customers
Module 6: Mastering The Art of Listening
Module 7: How to Identify Your Clients’ Buying Needs
Module 8: How to Present, Convince and Persuade Effectively
Module 9: How to Close The Sales
Module 10: How to Handle Objection
Module 11: How to understand customer’s personality
Module 12: How to Touch the Hot Button of Each Personality