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Consultative selling focuses on the critical structure of a sales conversation or customer meeting and provides a powerful roadmap for a successful, buyer-focused dialogue. The consultative selling approach helps marketers to create effective sales conversations that is rooted around customer need. Primarily, it aims for a “Seller-Free” environment.
The course endeavours to de-code the process and need for consultative selling as consulting with clients/customers today needs improved execution.
The course is structured in 4 Weeks.
Week 1: Fundamentals of Selling
Traditional Selling Vs Modern Selling. The fundamentals of effective selling. From transaction to relationship building - The shift in the selling approach. Customers as Partners.
Week 2: Introduction to Consultative Selling
Consultative Selling - The Investigative Approach to Sales. Guiding Principles of Consultative Selling. Consultative Selling Process. De-coding the stages of Consultative Selling. Elevating the Consultative Selling Approach.
Week 3: The Need for Consultative Selling
Changes impacting the buying process. Impact on BFSI. Reducing complexity and ambiguity with consultative approach. The “3-C” approach to Consultative Selling.
Week 4: Leveraging Consultative Selling for Financial Services
Avoiding Seller-Centric Behaviors. Skills/Aptitude required for Consultative Selling. Understanding the Buyer Motivation. Aiming for a “Seller-Free” Environment.
Mukti Prakash Behera, Krishnan Divakaran and Dattatri V
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