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 Training  

Lagos State, Nigeria

24 - 26 Apr, 2019  3 days

Follow Event

  

NGN 125,000

Venue: 5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos.

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 24 - 26 Apr, 2019

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

Class Session: 09:00:am - 16:00:pm

NGN 125,000.00(VAT Inclusive)
(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.
NST PPC Advert
Related Courses
Building Financial Models Course Building Financial Models Course

4 days, 10 - 13 Sep, 2019 

2019-09-10 12:09:00
Lagos State, Nigeria

Tom Associates Training

Financial modeling demands a logical, consistent approach. This workshop builds a financial analysis and a valuation model through a series of logical and practical stages. Upon completion, delegates ...

Mastering Digital and Social Media Marketing Course Mastering Digital and Social Media Marketing Course

5 days, 07 - 11 Oct, 2019 

2019-10-07 12:10:00
Lagos State, Nigeria

Tom Associates Training

The Mastering Digital and Social Media Marketing training courses will discuss the following: The Digital Marketing Platform What really is digital marketing? Digital marketing vs Traditional ...

New Approach to Document Control and Records Management Course New Approach to Document Control and Records Management Course

5 days, 09 - 13 Sep, 2019 

2019-09-09 12:09:00
Kwara State, Nigeria

Tom Associates Training

Document Control and Records Management are a very important part of any management system. Records are needed for identification and evidence of transactions for government and private businesses. ...

Root Cause Analysis Training:Diagnosing Underlying Causes of Problems  and Undesired Events Root Cause Analysis Training:Diagnosing Underlying Causes of Problems and Undesired Events

2 day, 22 - 23 Oct, 2019 

2019-10-22 12:10:00
Lagos State, Nigeria

Tom Associates Training

Delegates will become very competent in seven major things: Understand and implement the “Root Cause Analysis methodology" Practically employ the basic techniques associated with Root ...