Nigerian Seminars and Trainings

Search all upcoming seminars, conferences, short management courses and training in Nigeria and around the World

business logo

The Techniques of Consultative Selling Course

By: Tom Associates  

Lagos State, Nigeria

25 - 27 Apr, 2018  3 days

Follow Event

  

NGN 125,000

This training is to make salespersons psychologically ready, supported by the skills-set, to deliver impeccable customer relationship that result in volume sales and increased bottom line. These they will learn to do by making existing customers happy to do more business with the company, as well as win more customers through effective client conversion process.

The participants will be able to attend to more client demands and, in the process, strengthen relationship equity of the organization they represent with more profitable customers.

The training will also focus on how every employee relates with one another within their organizations regarding their products delivery responsibilities, especially the critical ones like:

  • Team spirit/communication for responsiveness to customers
  • Focus on priority and time effectiveness
  • Personal initiatives and creativity that can lead to deeper market penetration
  • Effective management of different customers types
  • Relationship management strategies and selling techniques
  • Tracking relationship and market results.

Course Contents

Day One

  • Taking a Tour of Mature Selling
    • Developing a Depth of Relationship
    • Developing a Width of Relationship
    • Grasping the Degree of Needs.
  • Defining Consultative Selling
    • Differentiate Traditional Selling from Consultative Selling
    • Why Consultative Selling Works.
  • Consultative Selling Process
    • The SPIN Model in Consultative Selling
      • Situation Analysis
      • Problems to Solve
      • Implications for the Customer
      • The Need/Pay-off Solutions
    • The Foundation - Development of Mutual Trust
    • Collaboration Process in Selling
    • Establishing a Reason to Meet
      • Probe to gain information from the customer
      • Identify a Concern, a Need, or a Problem
      • How you can solve the known customer concern.

Day Two

  • Communication for Consultative Selling
    • Information Seeking
    • Information Giving
    • Listening
    • Building Rapport
    • Probing Techniques
      • Fact
      • Issue
      • Net Effect
      • Solution
    • Skillful Questioning in Consultative Selling Process
      • Closed questions
      • Open questions
      • Leading questions
      • Limited choice questions:
      • Circumstance questions
      • Concern questions
      • Consequence questions
      • Collaborative questions
      • Link questions.
  • Consolidating the Consultative Selling
    • Considering Possible Options
    • Exploring Options
    • Analyzing Options
    • Agreeing on a Solution
    • Determining the Decision-Making Criteria and Priorities
    • Making a Recommendation
    • Overcoming Resistance
  • What to Sell
    • Our company’s rich personality
    • Our company’s visibility
    • Our company’s uniqueness
    • Our company’s reliability
    • Our company’s relevance
    • Our company’s availability
    • Our company’s consistency.

Day Three

  • Consultative Sales Process
    • Prospect for account
    • Get appointments
    • Qualify customers
    • Identify problems
    • Make presentations
    • Answer objections
    • Close the Sale
    • Follow through and deliver
    • Seek referrals.
  • Consultative Selling Relationship with Different Customer Types
    • The  ‘Tough’  Customer
    • The ‘Know It All’ Customer
    • The ‘Friendly Extrovert’ Customer
    • The ‘Indecisive’ Customer
    • The ‘Low Reactor’ Customer
    • The ‘Negative’ Customer
    • The ‘Argumentative’ Customer
    • The ‘Positive’ Customer.
  • Closing the Sale
    • A Pledge to Act
      • Get a commitment
      • Acknowledging what has been accomplished
5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos. Apr 25 - 27 Apr, 2018

Registration: 08:30:am - 09:00:am

Class Session: 09:00:am - 04:00:am

NGN 125,000.00
(Convert Currency)

Mr Abiodun Toki 08033019120

Discount of 5% to 3-4 participants from same organization. Discount of 10% to 5 or more participants from same organization.
Related Courses
Selling In a Difficult Environment Course Selling In a Difficult Environment Course

2 day, 01 - 02 Nov, 2018 

2018-11-01 12:11:00
Lagos State, Nigeria

Tom Associates

This Selling in a Difficult Environment course will discuss the following How the salespersons’ mental agility can increase so as to perform at the very best How to bring high energy to bear ...

Pre-Retirement Course Pre-Retirement Course

4 days, 13 - 16 Nov, 2018 

2018-11-13 12:11:00
Lagos State, Nigeria

Tom Associates

This is a programme on how all employees sure to approach retirement shortly or in a few years time must plan how they will confront real economic issues after their employment in the organisation. ...

Workforce Harmony and Excellent Collaboration Course Workforce Harmony and Excellent Collaboration Course

3 days, 28 - 30 Nov, 2018 

2018-11-28 12:11:00
Lagos State, Nigeria

Tom Associates

This programme is developed around Seven Key Collaboration Lessons for a harmonious workplace, namely: Avoid unreasonable or arbitrary positions Avoid letting prejudices show through Avoid ...

Competencies in Service Strategy Course Competencies in Service Strategy Course

4 days, 11 - 14 Sep, 2018 

2018-09-11 12:09:00
Lagos State, Nigeria

Tom Associates

A customer service thought process that enables everyone participating in it to contribute to development of strategies regarding: Understanding Customer Equity: Customer value proposition Customer ...