Foundations of Consultative Selling

Overview

The consultative sales process is primarily focused on the experience that the potential customer (the lead) feels and sees during their interactions with you.

Foundations of Consultative Selling programme is designed to equip Executives to deliver Consultative but Conclusive conversations with Clients and build credibility to become a Strategic Consultant from a Sales/ Relationship Manager or Order Taker.

HOW will you benefit

  • Learn the difference between Selling & Consulting.
  • Gain insight into why we all (engineers, doctors, insurance…) have to sell an idea or solution.
  • Differentiate between Product vs. Solution selling.
  • Role of Context vs. Content and how to stay focused.
  • Most importantly, get empowered with a framework to have an strategic & effective meeting/ conversation.

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WHO should enroll

Executives who have to hold conversations for selling products, ideas or even manage projects.

WHAT you will learn

  • Why Everyone has to Sell: Selling is not restricted to Sales people but everyone working in the company.
  • Selling vs. Consulting: Selling is often confused with Consulting and consulting done like selling, the difference between the two would be fleshed out.
  • Consultative Framework: It aims to develop a common language between the Executive and the Client.

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Meet Your Instructors

Our International Instructors have extensive EXPERIENCE & EDUCATION in their areas of EXPERTISE, which also makes them Inspirational Role Models for those who learn from them.

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