CONSULTATIVE
SELLING SKILLS
OVERVIEW
Given the fast changing business landscape and current world economic scenarios, it is clear
that the sales practices of many companies will be less effective with time. Furthermore, as
new market entrants increase and the existing competitors are stepping up marketing and
selling efforts, the market place will become even more demanding. Even more pronounce,
due to easy excess to information, choices and changing customer’s expectation for service
and product quality hence making effective selling extremely challenging. There is also the
issue of the ability to attract better salespeople and be able to maximize and sustain new
selling efforts for continuous sales growth in an increasingly more complex market place.
OBJECTIVES
The key objective of Consultative selling skills workshop is to have EVERYONE in the
organization equipped with the psychology and relationship building selling skills to start
with. The purpose is to have salespeople build the right pathway or “PROCESS” towards
world class selling professionals.
WHO SHOULD ATTEND
Business Executives, Sales Managers, Salespeople, Sales Administration Executives,
Marketing personnel, Business Development personnel, Product Development
personnel, Customer Services personnel, Entrepreneurs,
WORKSHOP OUTLINE
Module 1: Setting the stage to Professional Selling
Module 2: Understand Customer Buying Psychology
Module 3: The Consultative Selling Process
Module 4: The I-CARE Model Consultative Selling Skills
Module 5: Turning Objections into Opportunities
Module 6: Self Time and Territory Management
Module 7: Sales Planning – a critical tool for effective salesperson
Module 8: Role play presentation
If you have any enquiries, please contact
+60 (3) 56213630 or
email: info@comfori.com