Consultative Selling Techniques

This training workshop is designed to equip participants with following benefits -

• Consultative Selling is universally considered a highly advanced and effective method of selling to establish a deeper and longer lasting relationship with customers. This workshop will provide a deep understanding of latest techniques to master the art of consultative selling.
• It will help participants increase their level of effectiveness from traditional selling they are used to and achieve significantly higher levels of sales performance consistently.
• It will train participants with ability to quickly grasp customers' real needs, both latent and visible, and learn how to focus on solving customers' real challenges and needs by eliminating wasteful and avoidable spending of time and effort.
• 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.
• Improve quality of communication - both verbal and written - with customer.
• Improve capability of Sales Negotiations which is a "must have" tool for improving sales performance.

• Workshop is highly interactive. Having trained large number of participants with many years in selling career in different areas of trade, industry and business, Faculty has found out that level of unlearning old methods of training and adopting new learnings is directly proportional to level of interactions between faculty and participants and also amongst participants. 
• Extensive use of Case discussion methodology. Cases are designed to increase absorption of new learnings on a permanent basis.
• Participants will be asked to correlate their past experiences of handling specific customer situations with new consultative selling techniques and principles discussed in Workshop.  Faculty has found out from experience that this has increased absorption of new techniques in day to day working style of participants.
• Faculty uses number of Role Plays to ensure that participants will get a flavor of playing out consultative selling techniques in real life situations and become adept in effectively using these from very next day. Role Plays will be conducted under close guidance from Faculty to increase their effectiveness.
• Participants will need to come prepared with at least some real life situations (it is not mandatory for attending this Workshop but will help participant if done to some extent) that will be discussed in a group situation as part of above listed methodology.
• Last but not the least, Video clippings are one of most effective methods of imbibing new learnings, and hence will be used extensively to make Workshop highly effective and productive.

This course is designed for Sales Managers at all levels who are individual contributors or who lead teams.

• Introducing Consultative Sales
  • How is Consultative selling different from transactional selling
  • Customers, their needs, challenges and expectations
  • Consultative Sales Processes
  • Faculty will conduct ROLE PLAY session to help participants get clear understanding of Consultative Selling and its power to create new growth opportunities.
  
  
• Preparing for a Sales meeting
  • Psychological and Physical preparation
  • Understanding and appreciating client value chain
  • Information gathering and indentifying with customer needs and issues
  • Faculty will conduct ROLE PLAY session to impart effective learnings in this area.
  
  
• Mapping customer 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
  • Success of a sales person is mainly judged by his/her ability to move Customer up the Value Chain , increase Deal Value, take sales revenues to higher levels.  This session is designed to equip participants to learn how to Move up the Sales Value Chain and Build Unexpected Customer Value.
  • Faculty will equip participants to become Trusted Advisor of the customer.
  • CASE STUDY on building Unexpected Customer Value and how to become customer's trusted advisor. This is one of ultimate goals of a sales person.

• Handling Customer Objections and Concerns effectively to build customer confidence
  • Customer Objections are not to be hated, but loved since these are to be used as catalyst to gain or regain customer confidence. Love adversities.
  • Are you sending Multiple Messages to customer?
  • Project One Common Face to customer Always
  • Reading material / Group Discussion on handling customer objections and building customer confidence through highly relevant examples and case discussions from Indian examples as well as global examples
• 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
• Sales Negotiations
  • An excellent video to showcase salient learning points to become a smart and effective negotiator.
  • Group discussion with individual real life case examples to create an excellent understanding of key aspects of negotiation and rapidly build competence in this area.

In our workshop, we maximize knowledge assimilation in the participants through combination of execution elements like case discussions, exercises, simulated games and activities, video led sessions and discussions on global best practices. At the end of each workshop we facilitate the participants to distill Key Learning and prepare Action Plans to deliver solid business results for our clients.

Mr. Mukesh Mathur, B.Tech (IIT Kanpur), PGDM (IIMC) has 39 years experience in Sales, Marketing and General Management with leading Indian Companies and MNC. His exposure includes Consumer Durables, Office Equipment, Building Materials, Software Sales & Marketing and Retail.

Mukesh spent 17 years in Godrej & Boyce, starting as Management Trainee, worked as Branch/Regional Manager 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 thereafter as Whole-time Director and Head of Polaris Retail Infotech Limited responsible for new software products launches and managing the company. His next assignment was with Oracle India as Executive Director for 9 years in charge of developing Oracle Retail software business in India and other countries in the Indian subcontinent. Post his retirement from Oracle, Mukesh is EVP with Manthan Software Services focused on developing business in India of their retail & customer analytics software products.

Mukesh is a member of CII National Committee of Retailing. His breadth of experience includes world class Consultative Selling Skills, Key Account Management, Sales Negotiations, Distribution Channel Management and Management of Sales Organization.