Introduction
To compete successfully and win more business in today’s challenging world of sales, organization’s need a new business paradigm, that is specifically designed for the complex sales arena, one that offers a system and the skills and the mental discipline needed to execute it.
Customers today expect sales professionals to have the business acumen that is necessary to understand and diagnose their needs more effectively. More important, these customers will only listen to – and buy from – sales professionals who can provide them with solutions that are relevant, convincing and value enhanced.
The Consultative Selling Skills (CSS) is a system of methods that includes tools, job aids, techniques and procedures that help sales professional navigate the selling steps confidently and effectively
The CSS workshop will address the following focus areas for the sales professionals to achieve success:
Module 1: Sales Planning
Key Concept: Sales Platform
Focus:
- Prospecting and lead generation
- Sales Pipeline Forecast
- Customer Relationship Strategies
Module 2: Sales Skills
Key Concept: Consultative Selling
Focus:
- Need-Analysis
- Presenting Value
Methodology
- Participant-Led Approach to sharing of key concepts
- Practical Application of customer scenarios and case simulations
- Role-Play for skills application of techniques
- Group Work for development of practical tools
- Action Plan development for follow up
Who Should Attend
Sales and business development professionals and executives who involve in sales process.
Course Outline: Day 1
Module 1: The Selling and Decision Making Situation – Customer Psychology
- Creating an understanding of the buying and selling process in relation to the individual customer needs in the various market segments.
- Analyzing what motivates and influences the customer to buy/decision making process – buying influences.
- Exercise:
- What do we ‘sell’?
- What is our customer’s decision-making process (DMP)?
Module 2: The Consultative Selling Cycle (CSC)
- The rationale behind the key components of a structured professional consultative selling approach.
- Understanding the importance of controlling each component and the focus towards developing key skills for effectiveness.
- Emphasis is on the consultative approach to selling value and solutions not just products and services.
Module 3: Sales Planning – The Sales Platform
- Mapping the sales platform pipeline – segmenting the focus on customer target groups– market (MP), negotiation (NP) and buying (BP).
- The visualization of the sales pipeline development of Suspects, Prospects, and Buying Customers.
- Determine key activities required to determine success in each platform focus – ‘productive selling time’: T1-T5.
- Planning targets weekly visitations and marketing activities – ‘healthy’ sales platform focus; efficiency and effectiveness.
- Setting targets of results expected for each platform: past achievements versus future targets.
Course Outline: Day 2
Module 4: Know Your Customers
- Understanding the characters of different customers – Personality Profiling
- What are the different buying motives of the individual customer profile type.
- Exercise:
- Developing a personality and needs profile matrix of various customer types.
- How best to relate solutions to the different profiles.
Module 5: Know Their Needs
- Using effective questioning techniques to analyze customer’s requirements: SCAN Formula.
- Exercise:
- Building up an information and question bank, tailor made for different kind of purchase needs scenarios and solution focus.
- Practicing the SCAN techniques of questioning
Module 6: Provide Value
- Understanding the difference between features, benefits and value generation.
- How to effectively propose the value or USP’s of the product and services range to match customers’ requirements.
- Handling objections and challenges on the value proposition.
- Exercise:
- Developing a ‘Solution-Value Matrix’ to all available product type and scenarios.
- Practise delivering the solutions effectively and getting customer agreement.
About Expert Trainer
Your expert trainer has 25 years training experience where he effectively helped organizations improve performance through consultancy, coaching and training in the areas of leadership, negotiations, sales, emotional intelligence, customer service and critical thinking. He has conducted numerous workshops for over 10,000 professionals in Malaysia, Singapore, China, Hong Kong, India, Philippines and the Middle East.