Consultative selling (Value selling)

Target Audience:Sales officers, Sales managers, Client specialists, Key Account Managers Duration:16 hoursProvider:Mercuri InternationalVenue:AEB Conference Centre, Moscow, Butyrsky val, 68/70 build.1, office 13Language:RussianCoach:Konstantin Shadrov
Konstantin Shadrov Konstantin Shadrov

Terms and Conditions

– The deadline for registration & payment is usually 5 days before the starting date of the course;
– Those who do not register and pay by the deadline will not be allowed to participate in the training;
– All payments are to be made by bank transfer;
– Once registration is closed, the fee is non-refundable.

Training objectives and advantages
Understanding the structured process of Selling; Recognizing the nuances of «Selling as a Science»; Building and using a tangible value proposition to sell value.

Training program
• Value perception of customer
• Recognizing value from the different parts of DMU (Decision Making Unit)
• Tangibilizing the value proposition
• Product value, service value, image value – business value
  - Presenting impactfully the business value
• Challenging the Customer perception impactfully
• Articulating the cost of «not buying» or «delaying»
• The resistance management
  - Preparing for Customer resistance
  - Pre-handling resistance
  - The six step process of handling resistance
  - Handling own resistance to price – the psychological aspects of price management
• Creating and articulating the compelling «why us» proposition to close
• The sales behavior of a winning sales person

Methodology of training delivery
Interactive training with individual and group tasks and exercises