Training Programs

Consultative Skills

Business Challenge

The dynamics of today's marketplace demand salespeople who see the world from their customer's point of view. Salespeople must effectively utilise the limited time they have with customers, shaping conversations that directly address customer needs and expectations to advance the selling process and shorten the cycle time to close business opportunities. The Consultative Skills course develops critical attitudes, skills and practices for interacting with customers. The course is based on research on the best practices that distinguish high-performance salespeople.

Key Content
  • Driving principles that high performers use to ensure successful selling process.
  • A model of the sales process seen from the buyer's point of view, linked with key skills at each stage.
  • Critical, practical skills and tools to open the sales call, advance the sales conversation, and conclude the call.
  • Techniques to create interest, handle objections, focus on client-specific business issues and benefits, present solutions, and close sales.

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We can help

  • Is the loss of control over key accounts impacting your revenues?
  • Are you looking at developing strategic account management capability of your sales force?
  • Do customers see value and view your relationship as strategic?
  • Can your account managers evolve from operating at transactional to higher levels?
  • Are you looking to build capabilities of your account managers to operate in a global sales environment?
  • Are you looking at developing your account managers as trusted advisors with key accounts?
  • Are you operating in the SMB segment and want to develop you account managers?

Talk to us

Hand phone: +91 99721 75616