WORKSHOP
Consultative Selling Skills
DATE AND TIME
DURATION: 2 DAYS
ABOUT
As business becomes increasingly competitive in the post-Covid world, today’s B2B salespeople need to deploy skills and strategies that set them apart from their competitors in order to win and keep customers.
The CSS workshop provides salespeople with the foundational professional B2B selling skills with an advanced COIN probing process for efficient money-saving two-day workshop.
WHAT THEY WILL LEARN
Learn how to prepare for each sales discussion using the CSS call planner and preparation checklist
Apply questioning and listening skills to clearly understand what the customer wants and why it is important
Establish personal credibility and mutual value in every customer interaction
Employ business discussion skills that create an environment of collaboration and trust
Employ the “COINS” probing strategy to uncover customer issues and needs that link to your exclusive benefits
Communicate the value of your products and services in a way that addresses customer needs and why they represent value for your customer’s current and future business
Evaluate and enhance your impact as a Trusted Advisor to your customers
Overcome customer resistance using a structured process that moves the selling process forward
Adopt an approach for ending every meeting or call with appropriate next steps for both parties
WORKSHOP BENEFITS
Assess and Measure: Every CSS workshop includes a pre and post-mastery test. Participants receive in-class feedback for every CSS skill used by the trainer or co-participants.
Reinforcement: CSS participants receive a CSS skill guide card and reusable pre-call planner. Participants are also taught to observe CSS skill use and provide peer coaching.
WHO SHOULD ATTEND
Anyone involved in the B2B sales process, whether in person or virtual sales calls.
ABOUT THE SPEAKER
XXX
Cost: IDR XXX