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Consultative Selling Skills and Techniques Boosting Sales and Increasing Customers Loyalty ™

Key Information

Workshop structure and duration

These are available workshop program structures: 

  • Virtual training and coaching program: 4 virtual facilitated sessions of 4 hours with a separate virtual coaching session 
  • In-person training and coaching program: 2 day session of 8 hours with a separate virtual coaching session 

Other workshop programs and structures are possible and can be customised to fit your company needs and requirements. 

Training locations

  • The virtual workshop can be conducted for any timezone and can also accommodate participants from different but matching timezones. 
  • The in-person workshop can be conducted in Singapore or Zurich. Please contact us if you have other locations in mind. 

 

Workshop/Training Importance

This training program provides sales and client relationship professionals and executives with a set of tools, best practices and techniques to boost their sales and increase customers loyalty. The program also teaches a sales process that can be adapted to different sales scenarios and markets, especially in those where the multiculturalism is a relevant factor. Participants will learn and apply in this workshop how to plan sales activities, build a quick rapport, detect needs, deliver a value proposition, negotiate, handle objections, close deals, follow up and do post-sales activities.

The digital change and the impact of new technologies on sales will also be covered in this programme workshop in topics such as customer relationship management (CRM), social networks and business intelligence.

The programme focuses on practical activities such as: role playing, case studies, on-site application of sales tools and development of action plans.

 

Performance Outcomes

  1. Apply the best sales practices, from diverse industries and countries, integrating a multicultural approach.
  2. Achieve goals byincreasing the loyalty of your customers and establishing a long-term professional relationship with them.
  3. Masteran effective sales methodology that leads you to consistent resultsover time
  4. Elaborate effective action plans to improve your performance and integrate the new techniques into your workflow.

 

Target Profile

  • Sales Managers who wants to improve dramatically the skills of their sales team skills.
  • Key Account Managers and Sales Executives who want to increase their sales by applying proven methods, enriched with best practices and powerful tips.
  • Sales Assistants and Customer Services Executives who wants to develop their sales and customer relationship building skills.

 

Course Summary

  • How to plan your sales activities and target the right customers
  • Creating rapport with customers
  • Assess and Apply the Customer Behavioural Profile
  • Clarifying and presenting your value proposition
  • Detecting latent and responding to expressed needs
  • Applying proven scientific techniques to sales negotiations
  • How to handle objections and turn them into opportunities
  • Closing signs and closing effectively
  • Follow up activities and post sales best practices

 

Course Delivery Formats

Format 1: Virtual Live Training with Coaching (4 sessions of 4 hours) 

  • Pre-course learning
  • Instructor-Led Webinars
  • Virtual Peer Group Learning and Networking
  • Individual and Group Coaching
  • Change Impact to Work Project
  • Learning Resources

Format 2: Blended In-Person Workshop (2-day) 

  • Pre-course learning
  • Face-to-Face Workshop
  • Group Learning and Networking
  • Individual and Group Coaching
  • Change Impact to Work Project
  • Learning Resources