Course Details
Consultative Sales Skills
New dates will be available shortly
Professional Development
Leadership
New Zealand Institute of Management
4th Floor, Phillips Fox Tower, 209 Queen St, Auckland
Two Days
4th and 5th October 2012
4th and 5th October 2012
$1,200.00
for members and $1500.00 for non members
for members and $1500.00 for non members
Today’s successful sales professionals and those who will still be around tomorrow, have a consultative sales process that is based on managing a decision to change and achieving mutual business results. Not only are they trusted advisors for their clients, they are strategists for their own business
•People who are selling business to business and have a sales situation where
any of these factors exist:
•Their product or service is intangible, their solution is custom designed, or
their customers do not understand the value of the solution they are provided
•Many decision-makers are involved, up to executive level
•The sale is of high value
•The client has not made this sort of decision before, and the outcome may
impact on the performance of the business
•There is a long sales cycle
On successful completion of this programme, it is expected you will have the tools to be able to;
•Appreciate the skills top sales professionals use to compete and win
•Use the planning tools required to be organised and efficient
•Formulate a clear consultative selling strategy within a defined process
•Define your value and ensure the customer understands the value
•Prepare and deliver proposals and presentations that get attention
•Open board room doors, and get appointments with the decision-makers
•Use high impact questioning techniques to uncover the real issues affecting a
prospect’s business
•Ask and answer the tough questions while maintaining trust, credibility and
respect
•People who are selling business to business and have a sales situation where
any of these factors exist:
•Their product or service is intangible, their solution is custom designed, or
their customers do not understand the value of the solution they are provided
•Many decision-makers are involved, up to executive level
•The sale is of high value
•The client has not made this sort of decision before, and the outcome may
impact on the performance of the business
•There is a long sales cycle
On successful completion of this programme, it is expected you will have the tools to be able to;
•Appreciate the skills top sales professionals use to compete and win
•Use the planning tools required to be organised and efficient
•Formulate a clear consultative selling strategy within a defined process
•Define your value and ensure the customer understands the value
•Prepare and deliver proposals and presentations that get attention
•Open board room doors, and get appointments with the decision-makers
•Use high impact questioning techniques to uncover the real issues affecting a
prospect’s business
•Ask and answer the tough questions while maintaining trust, credibility and
respect
run by a NZIM Qualified facilitator