Objective of this training program is to equip participants with following -

• Understanding of what is consultative selling and how is consultative selling process different from other types of selling activity.
• Train participants to appreciate and grasp customer needs, both latent and visible, and learn tools and techniques to focus on addressing their customers' need through products and services they are offering.
• Train participants to go beyond current expressed customer needs and proactively explore new opportunities of business by enlarging scope of solutions customers are looking for through process of continuous engagement and consultation.
• Develop long-term relationships with stakeholders in customer organization and move towards becoming trusted advisor.
• Negotiating skills development

• Introducing Consultative Sales
  • Types of Sales and how is Consultative selling different
  • Customers, their needs, challenges and expectations
• Mapping Cutomer Needs & Organization
  • Connecting customer needs, wants and challenges with Organization Value Chain
  • Identification of key customer people
  • Understanding people individually and their roles in Organization Chart
  • Political undercurrents
• POWER BASE - types and Implications
  • Leverage strengths of bundled entities
  • Power Base Mapping - ability to investigate systematically
  • Politics of Influence and Authority
  • Case Study Discussion
  • Gaining Political Advantage - Recognition as greatest motivator
• Moving up the Sales Value Chain - Build Unexpected Customer Value to Create a Competitive Advantage
  • Speaking Customer's language
  • Features versus Benefits
  • What is "Unexpected Sales Value" and How to create it ?
  • How to create "Wow" effect on customer ?
  • Group Discussion
• Handling Customer Objections and Concerns effectively to build customer confidence
  • Are you sending Multiple Messages to customer?
  • Project One Common Face to customer Always
  • Case Study
• Competitive Differentiation - Ensure Victory without Doubt
  • Differentiation - Why Insight Matters
  • HOW you sell, not WHAT you sell
  • Not Just Insight, but Commercial Insight
  • How to build Insight-lead Conversation
• Negotiating Skills Development for effective consultative selling
• Learning through Video presentation
• Wrap up session and next steps

Mukesh Mathur, B.Tech (IIT Kanpur), PGDM (IIMC) has 36 years experience in Sales, Marketing and General Management with leading Indian Companies and MNC. His exposure includes Consumer Durables, Office Equipment, Building Materials, Software and Retail.

Mukesh spent 17 years in Godrej & Boyce, starting as Management Traineee, worked in various assignments and finally as Business Head of the Electronic Typewriter Business. He then worked as Executive Vice President and Head of Ceramic Tiles Business, Spartek Ceramics India Limited and as Whole-time Director and Head of Polaris Retail Infotech Limited. He was the National Sales Head for ERP practices (SAP, Baan, Peoplesoft, Oracle).

His assignment since October 2006 has been with Oracle Corporation as Director & Business Head, Oracle Retail-India. He is Currently Executive Director, Oracle Retail-India. He is a Member of CII National Committee of Retailing and FICCI Retail Committee. His breadth of experience includes world class Consultative Selling Skills