Consultative selling - Two Days Training - 4 people

CONSULTATIVE SELLING ODIR®

This training offers a sales method based on identifying the customers’ requirements through the development of unconscious and conscious needs. Delegates learn to use each opportunity at the right time, thus achieving higher results and developing more long-term relationships with the customers.

DURATION : 2 days / This program is valid for 14 PDCs for the SHRM-CPSM or SHRM-SCPSM.

WHO SCHOULD ATTEND?

Sales managers, relationship managers, account managers, internal and external sales representatives, technical specialists with customer contact.

COURSE OBJECTIVES:

Participants learn how to use the ODIR® model efficiently. Therefore they recognize customer needs more effectively and can develop these proficiently.

As a result, this sales strategy makes their selling skills transparent and measurable and guarantees more success as a bottom line.

The ODIR® steps to successful sales:

• Seeking information – Techniques and methods.

• Seeking problems – Conscious needs.

• Questions seeking impacts and consequences resulting

from uncovered difficulties – Unconscious needs.

• Seeking requirements and defining the complexity of

the required solution.

• Benefit statements – presenting solutions and detailing

services to be offered.

COURSE CONTENTS of the TWO DAYS:

• Recognition of the own behaviour patterns in

the sales call

• Becoming acquainted with the ODIR® consulting

& sales strategy (the four phases of success)

• Appropriate use of benefit statements and benefit

presentations

• Handling customers according to their personality

• Handling objections

• Handling customer complaints

CUSTOMERS:

The Government, Military, Veterans, International Companies, the Swiss army, SBB and sports clubs such as GC are using the new e-stimate® personality tool for their team building, individual promotion and job profiling.

COURSE METHODOLOGY:

Short theory inputs followed by intensive practical exercises.

Feedback/analysis of role plays supported by audio recordings.

Package price for a two days training In-house:

US$ 8’970.00 for 4 delegates including 1 Trainer, all material including a e-stimate® sales profile, only in the US

Please call if you have any questions

850 - 739 3361

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