Consultative selling - ODIR® - "on-line"

Who should 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. They recognise customer needs more effectively and can develop these proficiently.
This sales strategy makes their selling skills transparent and measurable and guarantees more success as a bottom line.

Course contents:

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
Course methodology
Short theory inputs followed by intensive practical exercises.
Feedback/analysis of role plays supported by recordings.

4 times 3h sessions online with small groups as your convenience

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