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IBSAR MANAGEMENT CONSULTING

CONSULTATIVE SELLING

Consultative selling has been one of the most recent selling concepts that have evolved in the marketing field
today. As Organizations have become customer oriented and service oriented, they have begun to realize
that trying to sell their products or services to the Customers is not enough anymore.

The salesmen are no longer just agents facilitating sales process. There is a new concept of offering value to
the prospective customers in the form of building and offering total solution to the customer of which the
product or service becomes an important component.
With this new concept become the accepted norm in every industry, traditional sales training and attitude are
no longer relevant. Consultative selling goes beyond traditional selling. It is useful for prospective Sales and

Marketing Managers as well as Business managers to understand more about consultative selling and the ap-
proach that is required from the sales side.
Unlike traditional salesmen who concentrate on selling products, the consultative salesmen are selling solu-
tions.

Who Should Attend: Sales Managers, Sales People

Course Objectives:

• Consultative Selling - Introduction
• New Approach to Selling
• Consultative Selling and Sales Men
• Consultative Selling Process
• Role Play by Consultative Salesman
• Learning Consultative Selling
• Product Profile Detailing
• Pre-Sales Preparation
• Pre-Selling Process
• Sales Planning - An Overview
• Qualities of a Successful Sales Man
• Sales Skills for Consultative Selling
• Managing Customer Concerns
• Managing Customer Objections
• Managing Pricing Negotiations
• Challenges in Consultative Selling
• Importance of Sales Training

Course Length: 5 days
Language: English; Arabic
Price: $xxxx

Ibsar Management Consulting & Training Phone: +966 54 505 5554 Beirut, Riyadh, Boston Email: nasr@ibsarmc.com
https://carepoint4.wixsite.com/ibsar