EMAGISTER CUM LAUDE
Eskil

Consultative Sales

Eskil
In company

Precio a consultar
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Información importante

Tipología Oposiciones
Metodología In company
Duración 2 Días
Inicio Fechas a elegir
  • Oposiciones
  • In company
  • Duración:
    2 Días
  • Inicio:
    Fechas a elegir
Descripción

Do you think your sales persons need a push to learn how to sell aptly? We offer this in-house course to help your company to succeed and have better results.

This consultative selling training course is ideal for those wishing to improve their sales skills and long term customer relationships when selling business-to-business (B2B) services or high value consumer goods and services. This in-house training can be delivered as two consecutive days, or works very well delivered over two separate days with time for application in-between the training. Over the course of two days, you will able to sell to client needs and develop long-term relationships, improving the quality of conversations and building your trusted advisor status (leading into Eskil's Key Account Management training). In addition to this, we run an optional 3rd day on Sales Emotional Intelligence.

Instalaciones (1) y fechas
Dónde se imparte y en qué fechas
Inicio Ubicación
Fechas a elegir
In company
Inicio Fechas a elegir
Ubicación
In company

Preguntas Frecuentes

· ¿Cuáles son los objetivos de este curso?

The primary objectives are to provide your sales professionals with a range of sales tools and techniques wrapped within the Eskil B2B Sales Canvas that allow them to adopt a confident consultative selling approach. By the end of this two-day training course, the participants will have: Tools to build rapport with others to a deeper level; developed active listening skills to ensure that they have all the information they need; Identified the right questions to progress the sale; Learnt to probe and para-phrase; Identified how to strengthen existing relationships as well as develop new ones; Sold the whole package that they offer and identified what they do differently to their competitors; Learnt to be the Sales Conductor, working with colleagues across the business to develop compelling sales solutions; Improved bid / no-bid

· ¿A quién va dirigido?

Eskil's Consultative Selling course is ideal for those wishing to improve their sales skills and long term customer relationships when selling B2B. This has been delivered to all levels within a sales team as well as business / management consultants.

· Titulación

The aim of this course is to give the client an ROI during the workshop - by working on 'live' opportunities, the Sales Professional will identify ways to progress a current opportunity.

· ¿Qué distingue a este curso de los demás?

We use the Eskil B2B Sales Canvas as a template for the Sales Professional as they look strategically at a sales opportunity. The course can be delivered in over 10 languages including English, Croatian, French, German, Spanish, Portuguese, Arabic and Mandarin.

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2018

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¿Qué aprendes en este curso?

B2B
Sales
Consulting
Sales Techniques
Listening Skills
Sales Training
Sales Process
Selling Skill
Sales Strategy
Corporate Sales

Temario

All of our workshops are based on 'dialogic facilitation' - our experienced Facilitators are former CEOs / Directors of $50m+ organisations or business & leadership experts.

All modules include hands-on exercises and open discussions as we facilitate peer-learning, help to build your internal networks and put everything explored into context.

Materials
  • Workbook
  • Exercise Book
  • Consultative Selling Slide Deck
  • Eskil B2B Sales Canvas

DAY ONE

Welcome, Introductions, Objectives

Introducing Consultative Sales
  • What is selling? Beliefs about selling
  • Who are you selling to?
  • What do buyers want?
  • Qualifying the client
  • The consultative sales process
Defining The Opportunity
  • Mapping your target client
  • Understanding your offering
Starting & Building
  • Primary Networks
  • Secondary Networks and introductions
  • Scanning the horizon
  • Communications & Pyschology styles
Listening
  • Barriers to listening
  • Active Listening
Communicating
  • Open Questions
  • Meta Questions
  • Summary & Paraphrase

Fishbowl
  • Sponsors & Stakeholders in discussion

DAY TWO

Recap, Focus : Refocus

Fishbowl
  • Putting your consultative selling skills into practise
The Sales Canvas
  • Setting the headline
  • Sales Stakeholders
  • Managing Our Position
  • Reflective Thinking
Securing Client Commitment
  • The Win-Win
  • Client motivators
  • TGROW
  • Actions & DRI
Pull It All Together


DAY THREE (Optional)Sales Emotional Intelligence
  • The 10 aspects of EI
  • The Application of EI in your Sales
  • Your personal EI Assessment & Feedback
  • 360-degree EI