Consultative Sales Process

 

One might think that anyone can sell. Whether we are customers or salespeople, we are aware of the tasks of a salesman. But do we really know why one salesperson is better than another? What enhances the efficiency of a salesperson?

Very often it is the salesperson’s long-term behavioral patterns that make the salesperson’s job difficult. In many cases, the salesperson is not even aware of these bad habits. It is not enough for somebody to be motivated to become a good salesperson. He has to know the methods as well.

The consultative sales training has been developed for salespeople, Key Account Managers, and Sales Managers with some experience. The training makes the participants aware of the phases of the sales process, and points out those mistakes that even experienced salespeople make. Participants are introduced to the role and the importance of each phase, as well as the mistakes characteristic of each phase and the appropriate behavioral styles. Furthermore, participants will be introduced to the different sales styles, highlighting their advantages, disadvantages, and their applicability. The program provides insight into clients’ behavioral styles, how to identify them, and their effect on business.

By the end of the program participants will be familiar with:

• The conditions of sales
• The importance of confidence in the sales process
• The steps of the sales process
• The different sales styles - their strengths and weaknesses
• The steps of building confidence
• Develor’s customer typology (DDS system)
• The typical behavior and motivation of certain customer types
• The proper behavior in connection with each type
• The role of assessing the customer’s needs
• The structure of customer motivation
• The method of proper product presentation
• The method of handling objections

By the end of the program participants will be able to:

• Exceed customer expectations
• Build confidence with the customer
• React to various customer behaviors in a suitable manner
• Map out the customer’s demands
• Present their company, its products, its services, or a current campaign convincingly
• Handle objections
• Negotiate explicitly