A consultative sales process is a fundamental shift from focusing on the product to focusing on the experience that the potential customer (the lead) feels and sees during their interactions with you. The consultative sales process is most especially not about the seller. Amongst other things it is about paying attention, active listening, intuitive understanding and personalizing experience for the customer. This process also maps and accounts for the evolution and the growth of knowledge and exposure of the customer. Engaging the customer in dialogue and doing what is best often fructifies into being the best for the business in the medium to long term as well.
In modern organized retail, having a trained sales force is as important as the product or service portfolio. From a time where selling was about what an organization could offer, selling – across industries – is about understanding the customer first – and his needs, both conscious and latent. This 180 degree shift has necessitated a change in not only the way we think about products but also in the mindset, process and techniques of selling.
For example: Selling was considered an end unto itself. Most successful organizations today focus on understanding and solving the customer’s problems today, selling being a by product of that process.
Businesses gain many advantages – and face several challenges - in marketing their products and services through channel partners. Building credibility, creating sustainable value for all stakeholders and relationship management are key to building win-win partnerships with teams and organizations which don't operate directly under our control.
80% of your sales come from 20% of your customers – making it paramount to build mutually successful and sustainable client relationships. This workshop helps the participants develop an in-depth understanding of the complexities of servicing "key account" customers at a strategic and tactical level while building processes to effectively identify and anticipate their requirements. Ultimately, the idea is to be able to influence key decision makers and evolve a customer-supplier relationship into significant partnerships.
Influencing skills can help move things forward and gain agreement or change someone's mind or expedite a sale without pushing, forcing or telling people what to do. Persuasion, manipulation and coercion create resistance in the long term. The objective of the workshop is to build a skillset that enables the identification of the context as also the influencing style to be applied for desired outcomes.
Every element of the business landscape is negotiable. There is always a better deal around the corner. It is equally important not to be penny wise and pound foolish. Whether it is about acquiring an existing company or setting out the payment terms with a vendor, negotiation strategies, skills and tactics are a essential arrows in your quiver. This workshop with its multitude of real life simulations helps the participants gain a hands-on and practical understanding of all aspects of negotiation including knowing when to budge and when to push.
A dreaded sales technique that can make even hardened salespeople shake in their shoes. But cold calling doesn't have to be an ordeal akin to a root canal. Art and science in equal measures, there are many things that can be learnt about cold calling, not all of them can be taught. The fundamental frameworks and best practices, which are the focal point of this workshop, are a good starting point upon which the edifice of a successful cold calling process can be constructed.
A lot of marketing theory confuses people because it's more complicated than it has to be. Marketing is not about profit. Not sales. Not store traffic. Not turnover. Not responses to an offer. Not hits to a website. Not awards. Not sales records. Not any metric you can name. Marketing is simply about building and sustaining trust in the product/service offering.