Consultative sales in b2b or b2c Training Course
Target Audience
- Individuals across the organization seeking to enhance their competencies—encompassing mindset, knowledge, and skills—in the realm of sales psychology
- Sales representatives and managers aiming to refine their professional sales capabilities
- Employees in sales or customer service roles engaged in B2B or B2C transactions
- Entrepreneurs offering services or products in the marketplace
TRAINING EDUCATIONAL OBJECTIVE:
This training equips you to effectively manage the sales lifecycle, with a particular emphasis on practical skills at each critical stage. Course participants will discover how to influence the customer’s purchasing journey alongside their own sales process across various stages. The primary outcome of the course will be a significant boost in sales proficiency. Participants will leverage the knowledge gained and qualitative improvements in key interpersonal skills to elevate their overall sales effectiveness.
Educational Aims of the Training
- You will explore contemporary sales models, tools, and techniques applicable to B2B and B2C sales processes.
- You will formulate an effective sales strategy by applying the learned models, tools, and techniques, and articulate the sequence of key activities in your sales process that most significantly impact results.
- You will elevate your core interpersonal skills to enable you to...
- You will enhance your overall effectiveness in sales.
Advantages of Participating in the Training
You will have the opportunity to practice the models, tools, and techniques covered, thereby strengthening the specific skills that have the most substantial impact on your sales outcomes.
The Training Will Deepen Your Knowledge
- In the field of sales psychology
- In the area of developing effective strategies and streamlined sales processes
- In the area of self-management within the key sales processes that most heavily influence your sales targets
The Training Will Strengthen Your Skills In
- Selecting sales models, tools, and techniques that suit the situational context
- Increasing your influence on the results achieved in sales
- Constructing value propositions and sales arguments
- Choosing value propositions and arguments that align with customer needs and objectives
- Designing the sales process and identifying the activities and behaviors that have the greatest impact on the outcome at various stages
- Selecting sales arguments that support a strong business case and return on investment
- Diagnosing customer needs
- Conducting sales conversations by utilizing refined arguments to effectively influence the customer's buying process
- Managing customer objections
The Training Will Strengthen Competencies In
- Influencing the sales process through substantive arguments and business justification
- Interpreting the situational context and selecting the appropriate models, tools, and techniques
- Managing your actions within the primary sales processes
Outcomes for Participants After the Training
- Distinguishes and understands the specific conditions of customer behavior and actions at individual stages of the sales process, enabling the effective selection of appropriate actions to increase effectiveness at various stages.
- Guides the sales conversation to a successful close, ensuring the needs of both parties in the transaction are met.
- Adopts a win-win mindset during sales to satisfy the goals and needs of both parties, fostering long-term customer relationships.
- Actively listens to and interprets the positions expressed by the customer, understanding their needs to collaborate effectively on creating a win-win agreement.
- Selects appropriate sales arguments to address the customer’s needs, problems, and business or personal interests, maximizing the return on investment for the customer.
- Identifies and counteracts customer pressure and manipulation tactics.
- Manages customer objections effectively.
- Enhances their effectiveness in executing key stages of the sales process.
- Effectively manages their actions in the main sales processes, thereby increasing their overall sales effectiveness.
Course Outline
Module 1
- Define the individual objectives of the trainees.
- Analyze the main sales processes and sales standards of the trainees versus their customers' purchasing processes.
- Conduct a quantitative and qualitative audit of the dozen sales processes that have the most significant impact on the trainees' sales goals.
- Identify the primary sales processes that most heavily influence the trainees' sales objectives.
- Verify the activities outlined in the sales standards of the trainees, evaluating them both quantitatively and qualitatively.
- Design and describe the trainees' sales process, determining and describing the necessary activities at various stages to enhance their effectiveness.
Module 2
- Customer segmentation: Describe the buying committee (buying personas), including their problems, goals, and common objections at different stages of the purchasing process.
- Categorize objections from prospects and existing customers according to the different stages of their buying journey.
- Formulate responses to customer objections and strategies to prevent their occurrence.
- Develop sales arguments to create a comprehensive bank of persuasive points.
- Practice selecting and presenting sales arguments (previously defined) that align with the customer's problems and goals.
Module 3
- Develop actions and behaviors designed to counteract and manage customer objections.
- Train on neutralizing customer resistance by practicing "disarming" skills, using language structures that help "dissolve resistance" and establish agreement.
- Simulate sales conversations with customers to practice the selection of appropriate sales arguments.
Module 4
- Simulate sales conversations to practice building value, defending "price," and constructing the business case.
- Manage energy in difficult relationships by practicing linguistic structures (verbal communication) for handling challenging situations.
- Apply a model of emotional escalation dynamics to understand when to engage in constructive confrontation to control emotions, resolve matters, and prevent conflict escalation.
- Use a constructive confrontation model based on NVC (Non-Violent Communication/nonviolence) by Marshall Rosenberg. Simulate conversations with so-called "difficult clients."
- Plan implementation steps by addressing issues raised during the training.
Requirements
No prior knowledge is required to participate in this training.
Open Training Courses require 5+ participants.
Consultative sales in b2b or b2c Training Course - Booking
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Testimonials (2)
Provided and explained very clearly a lot of foundational concepts, which fit well with the team's level of learning. The exercises were very engaging and I believe my team were comfortable and participated very well. Coordinating with the trainer as well was very seamless.
Christlan Tolentino - Canadian Blood Services
Course - Critical Thinking
SMART Goal session was the most enjoyable part of the training that helped me manage my time properly. it helps me set my goal clearer and i could really see that setting SMART Goal can relate to almost everything such as Finance, Social Life, Career and Personal Growth.
Manot Sae - MVCI (Thailand) Limited
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