ascent-world.com

Overview

This program provides an overview of the principles and approach of the Consultative Selling process.

Participants learn how to adjust their performance to suit the customer's buying motives and how to create an environment and atmosphere in which the customer is happy to buy.

Target Audience

Duration

Participants Per Program

Objectives

To help delegates enhance their sales performance by learning how to create win-win deals.

To help delegates build effective long-term customer relationships.

Content

Identifying the principles of selling and the values of salespeople.
Implementing the phases, structure and logic of the consultative selling methodology to achieve win-win situations.
Creating confidence by handling the uncertainty of the customer and building rapport by adjusting behavior to suit the customer.
Identifying the needs and buying motives of the customer, and linking these to the benefits of the products on offer.
Creating enthusiasm by exceeding customer expectations.
Delivering enthusiastic and customer focused product presentations.
Handling customer objection in an effective, yet consultative way, aiming at long-term relationship building.

Our Approach