Interactive Training Courses By Debra Stevens
Who is this for?
- Sales professionals looking to improve their techniques
- Sales managers and team leaders
- Business development executives
- Anyone involved in customer-facing sales roles
What will they gain?
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Techniques for consultative selling
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Strategies to build trust and rapport with clients
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Skills to identify and address customer needs
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Improved ability to close sales effectively
What To Expect From this DSTC workshop
Workshop Details
Workshop Title: Consultative Selling
Duration 1 to 2 days
Course Leaders: 1 facilitator
Number of Participants: max 12-15
Professional actors :Highly Recommended
Workshop Overview
Participants will explore the principles of consultative selling, focusing on building relationships and addressing customer needs to drive sales.
The workshop will incorporate the Myers-Briggs Type Indicator (MBTI) questionnaires, delivered by certified MBTI practitioners, to help participants understand their selling style and how to adapt it to different customer personalities.
Through interactive exercises, role-plays with professional business actors, and discussions, participants will develop practical skills to engage clients, uncover their needs, and provide tailored solutions that lead to successful sales outcomes.
Learning Outcomes:
- Master consultative selling techniques: Learn techniques for building relationships and providing solutions that meet customer needs.
- Build trust and rapport: Develop strategies to establish and maintain trust and rapport with clients.
- Identify customer needs: Enhance your ability to ask the right questions and listen actively to understand customer needs.
- Provide tailored solutions: Learn how to present solutions that are specifically tailored to address the customer’s unique challenges and goals.
- Close sales effectively: Gain skills to confidently close sales and secure commitments from customers.
- Adapt selling style: Use MBTI to identify your selling style and adapt it to different customer personalities and preferences.
- Enhance communication skills: Improve your verbal and non-verbal communication to engage and persuade customers.
- Handle objections: Develop techniques to address and overcome objections effectively.
Post workshop
Access to training resource members area for self-directed learning with follow-up coaching emails for 6 weeks after the workshop.
This will include on-the-job exercises and suggested self-directed learning to ensure maximum retention of learning.