Consultative Selling Skills

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 an efficient money-saving two-day workshop.

Two-day workshop for twelve to fifteen participants. Classroom and virtual workshops are available in English, Bahasa Indonesia, and Mandarin.

Assess and Measure: Every CSS workshop includes a pre and post-mastery test. Participants receive in-class feedback for every CSS skill use by the trainer or co-participants.

Reinforcement: CSS participants receive 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 B2Bsales process, whether in person or in virtual sales meetings.

As a result of attending this workshop salespeople will be better able to:

• Learn how to prepare for each sales discussion using the CSS call planner andpreparationchecklist

• 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 cover 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 including apathy, doubt, misunderstanding, objection and obstacles using a structured process that moves the selling process forward

Upcoming dates