Key Concepts
- Definition
- Differences between Consultative Selling and Hard-Selling
- Why is Consultative Selling Important?
Mastering our Business
- Developing Expertise
i. Your Products/Services
ii. The Industries you Serve
iii. How Business Works
- Building a Network
- Partnering with Customers
Consulting Skills
- Listening
- Probing
- Conceptualizing
- Building Trust
- Telephone Skills
- Writing Effectively
Handling Customer Complaints
- Customer Complaint Process
- Key Skills
- Listening Skills
- Non-Verbal Skills
- Telephone Skills
Consultative Selling
- Finding Prospects
- Qualifying Need
- Getting Appointments
- Conducting Effective Customer Meetings
- Writing Proposals
- Negotiating
- Closing
- Follow-up
- Selling the Next Increment
