Consultative Selling

Consultative Selling

 

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    INR 6000
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About The Event

Level/Length: This is 201 level – 2 Day Course

Objective: Manage and drive sales conversations from pre-call planning to quoting deals;

Overcome roadblocks and objections with confidence;

Identify client needs and present solutions that meet those needs;

Navigate CRM’s and organize the information;Demonstrate Products;

Manage your territory and maintain an accurate pipeline;


 Dimensions of Success

Competitive Advantages & Disadvantages

Pre-Call Planning

Opening the Call – Effective & Ineffective Call Opening

Scheduling & Conducting a Meeting

Positioning Your Product

The Walk-The-Window Model – The consultant’s toolkit

Creating & Managing Opportunities

Ladder of Inference – Tools for Managing Objections


Prerequisites: None

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