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  

State, Nigeria

05 - 07 Aug, 2020  3 days

Follow Event

  

NGN 130,000

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

Note: Available as Classroom Training as Well as Online Training

5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos. Aug 05 - 07 Aug, 2020

Registration: 09:00:am - 04:00:am

NGN 130,000.00(Vat Inclusive)
(Convert Currency)

Mr Abiodun Toki 08033019120

Related Courses
Training on How to Manage Workloads and Multiple Tasks? Training on How to Manage Workloads and Multiple Tasks?

2 day, 16 - 17 Jul, 2020 

2020-07-16 12:07:00
Lagos State, Nigeria

Tom Associates Training

 Available as Classroom Training as Well as Online Training Research reveals that managing workloads is a major path to increased productivity. The smart organizations thus always look for ways ...

Mastering and Managing the Corporate Planning Function Course Mastering and Managing the Corporate Planning Function Course

4 days, 21 - 24 Jul, 2020 

2020-07-21 12:07:00
Lagos State, Nigeria

Tom Associates Training

Success at managing the Corporate Planning functions of the organization is like managing internal Consulting Services. You must have your expertise. You must understand relationship management to ...

Experiential Megatrends for The Top-Level Executives: How the Future of Businesses Are Being Shaped at the C-Suite? Experiential Megatrends for The Top-Level Executives: How the Future of Businesses Are Being Shaped at the C-Suite?

6 days, 14 - 19 Sep, 2020 

2020-09-14 12:09:00
Lagos State, Nigeria

Tom Associates Training

Available as Classroom Training as Well as Online Training Course Contents of Experiential Megatrends for The Top-Level Executives: How the Future of Businesses Are Being Shaped at the C-Suite? is as ...

Making your Business Blossom in a Suppressive Market: Groundbreaking Action Plans for Cutting-Edge Companies Course Making your Business Blossom in a Suppressive Market: Groundbreaking Action Plans for Cutting-Edge Companies Course

4 days, 08 - 11 Dec, 2020 

2020-12-08 12:12:00
Lagos State, Nigeria

Tom Associates Training

This courses teaches pungent lessons to any business that will successfully wade through a period when its counterparts are experiencing comatose: How much time managers spend on problem definition, ...