Consultative Selling Skills
Workshop
Objective:
Consultative selling skills is about customers – Discovering their needs & perceptions of value and building propositions that make an impact. It is not about how to push your products but about pulling in customers to buy & retaining them in the face of competition.
This workshop is intended for those who want to position themselves as “trusted advisors” and build enduring customer relationships that go beyond the price & the transaction.
The expected business impact of this Consultative Selling Skills workshop is enhanced sales through better conversion of targeted prospects, identification of new opportunities for cross-selling and building an asset base of loyal customers.
By the end of the 'Consultative Selling Skills' workshop
participants will be able to:
o Align with the customers’ business context to identify motivations for buying & secure a strategic advantage through appropriate positioning of the company & its offerings.
o Assess their current sales process to pinpoint areas that require to be tweaked to be in sync with customers’ buying cycle so as to add value at each interaction.
o Adopt a business & client centric approach for making an impact at senior management / decision making levels.
o Appreciate & acquire new skills that will make a difference – active listening, analytical
problem solving, collaborative solution building, partnering for success.
o Articulate & apply a focused strategy for customer acquisitions, cross-selling and key account management.
Target Audience:
Sales & account managers, Key account managers, Business development managers & service industry professionals responsible for client acquisitions.
Workshop Schedule:
• Customer’s business context : (Who is my client / what does he do / where do I fit in)
• Strategic selling approaches : (Different strokes for each innings : my power play)
• Problem definition, analysis & articulation : (Building a differentiating value proposition)
• Solution building - collaboration & consensus : (Listening / Facilitating/ Coaching)
• Recommendation & Presentation : (Business case for buy – why me)
Methodology:
Designed to maximize participant involvement through structured exercises, video based role play, case studies with consultant led coaching.
(Participants are strongly encouraged to bring in two cases – one of success & another of failure from within their experience: to be discussed by the group during the workshop).
Faculty
Mr. Amitabha Sinha
management consultant with expertise on corporate strategy, business transformation & organization change.
An MBA from IIM (Ahmedabad) & B.Tech from IIT (Kanpur),
he brings in about 30 years of industry experience as a business leader, coach & consultant.
He has headed global consulting businesses for leading US & Indian firms – advising industry majors including both family & government owned firms.
He began his career with Asian Paints where he headed HR at the corporate level.
Timings
9:30 am - 5:30 pm , Registration begins at 9:00 amHow to Register
• Fees: Rs. 7,500/- +10.3 % service tax per person
• Please write to register@princetonacademy.in / Call -022 66976892
• Mention the name of participant, company, contact details .
• Cheque favouring Princeton Academy Mumbai II Pvt. Ltd. payable at Mumbai.
• Fees includes lunch, tea, course material etc.
Register for Seminar
Online Registration form
Contact us
Registered Office Address
Princeton Academy
502 Shalimar Morya Park,Link Road,Andheri [W], Mumbai - 400053. INDIA
Tel: +91 22 66976892 | Fax: 022 26733060
Email: register@princetonacademy.in
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