Fundamentals of Consultative Sales
State Bank of India
Consultative selling emphasises relationships and open discussion in order to understand customer's needs. It mainly focuses on the customer, rather than the product being sold. The consultative sales approach helps prospects to guide themselves to make the best decision.
About this Course
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.
What You'll Learn
- Traditional Selling Vs Consultative Selling.
- BFSI & Consultative Selling.
- Consultative Selling - The Investigative Approach to Sales.
- The Consultative Selling Process.
- The stages of Consultative Selling.
- Changes impacting the buying process.
- Reducing complexity and ambiguity via consultative approach.
- Consultative Selling - “3-C” Approach.
- Elevating the Consultative Selling Approach.
- Skills/Aptitude required for Consultative Selling.
- Understanding the Buyer Motivation.
- Consultative Selling - Aiming for a “Seller-Free” Environment.
Instructors
Mukti Prakash Behera
Faculty
Krishnan Divakaran
AGM & Faculty
Dattatri V
Assistant General Manager & Faculty