||o Opening the Sales Call
o Customer Requirements
o Customer Behaviour
o Presenting Benefits
o Handling Objections
o Closing the Sales Call
||6N2054: Consultative Selling
||This course is available in e-learning and classroom.
This programme is designed to provide participants with the necessary skills to enhance their personal selling skills and increase the rate of success during the sales process. Over five days our trainers will guide learners through the common types of customer behaviour and identifying the interpretation skills required to correctly identify personal needs, business needs and potential sales opportunities.
||Participants must hold a Leaving Certificate, Equivalent Qualification and / or have relevant life and work experience.
||firstname.lastname@example.org or 01-2911960
||Participants who successfully complete this module will be able to:
o Understand how to set realistic objectives
o Acquire the ability to open a sales call effectively
o Develop an awareness of how to analyse customer behaviour
o Acquire the skills to identify and present benefits of a solution that address the personal and business needs of the customer.
o Understand how to uncover and deal with customer objections.
o Appreciate the need for sales call closing strategies.
o Work effectively as a sales manager
|Methods of Assessment
Skills Demonstration (75%)
Compile report, based on the participants research, providing a clear indication of the learners understanding of the theory and their ability to understand its practical application.
|Location of Course