B2B Trusted Sales Advisor 1 Day Training Course
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Melayu
In this B2B Trusted Sales Advisor 1 Day Training Course, participants learn
- How to use the sales consultative selling method
- How to use BANT sales qualification method
Participants learn how to be a trusted and reliable sales advisor using consultative interactions with customers. Participants will be guided by the trainer and coached in a workshop style environment.
Participants will do role plays to demonstrate learning and to apply the lessons from the course.
B2B Trusted Sales Advisor 1 Day Training Learning Objectives
- How to become a trusted advisor to clients
- How to understand their role as a customer engagement representatives
B2B Trusted Sales Advisor 1 Day Training Learning Outcomes
- Able to become a trusted advisor to clients
- Able to understand their role as a customer engagement representatives
B2B Trusted Sales Advisor 1 Day Training Course Content
Module 1 · Being A Trusted Advisor
Participants are introduced to the concept of trusted advisor. Participants learn how to use sales probes and SPIN questions to discover opportunities in the accounts. And how to build their brand persona and relationships in their accounts.
Topics Covered:
- What it means to be a representative of your company
- Why people talk to you and how to get involved with them
- Building relationships vs being transactional
- Becoming a trusted advisor to your clients
- Understanding consultative selling skills
- How to get answers to a problem with sales probes
Activities:
- The trusted advisor role · Lecture
- Getting started with the trusted advisor role and consultative selling · Workshop
- Presenting your first consultative conversation · Group Activity
Module 2 · Guiding the Customer to Decisions
Participants learn how to position their products with clients. They learn how to apply active listening techniques to answer customer questions. And they learn how to ask for the order.
Topics Covered:
- Your product fit to your client’s
- Account stakeholder types, roles and position
- Product price positioning and needs payoffs
- Meeting preparation and discussion planning
- BANT sales qualification method
- Active listening techniques to manage, and discuss with customer on
Activities:
- Customer decision process · Lecture
- Product positioning planning for customer’s decision · Workshop
- Handling customer responses · Group Activity
Training Class Booking
Send in this form to book your place in this class. And get our quotation to process payment or get your company’s HRD Corp grant approval.
