Consultative Selling & Managing Difficult Customers

Course Objectives

• Make the transition from a product to marketing & sales consultant culture.
• Improve customer profiling process 
• Create and leverage customer relationships
• Dramatically improve need identification and solution development
• Increase the effectiveness of customer management techniques
• Increase understanding of the customer’s behavior in the sales process
• Develop sales process guidelines: Make sure basic selling skills are consistently implemented
• Improve personal motivation and help salespeople to recognize opportunities
• Provide cutting-edge sales consultant skills to improve closing ratio
• Gain a better understanding of how much control we have over our results
• To improve our sales performance
• Identify and sharpen the criteria of professionalism of sales person
• Hone existing skills and develop new skills
• Build long-term and profitable relationship with the customer
• Develop trust and understanding with the customer
• Differentiate a salesperson from his or her competition
• Cope with today’s tougher and changing marketplace and develop yourself a professional
• Simply, enjoy selling
• Sales consultancy Skills
• Handing tough customers  Realize why effective communication is vital to success as a sales manager / person
• Be aware of current corporate selling approached and strategies
• Discover and understand own thinking preferences as a sales manager/person
• Helping sales people strategics their sales efforts – Road map to lead each sales person’s sales efforts to successful completion closing sales
• Preparing problem solving consultative selling approaches

Target Audience

Front line Managers / Executives, Customer Service Managers / Executives, Public Relations / Marketing Executives, Secretaries / Personal Assistants, Receptionists and Call Center Personnel

Methodology

This stimulating program will maximizes the understanding and learning through lecture, discussion, case studies and practical activities.

Course Modules

• Module 1 – The Truth about Success in Selling: Making You a Successful Consultant
• Module 2 – Master the Art of Consultative Selling
• Module 3 – Understanding Current Corporate Selling Approach
• Module 4 – Building Long Term Profitable Relationship
• Module 5 – Managing Difficult Customers
• Module 6 – Learn Discovering Skills in Managing Tough Customers
• Module 7 – Advocating Skills in Managing Fussy Customers
• Module 8 – Supporting Skills in Managing Tough Selling Situation