The consultative selling in the digital age course is designed for teams of sales representatives who want to acquire the most up-to-date techniques regarding the sales process, in the new 2.0 era, marked by exponential changes.
We aim to convey to participants a change of mentality regarding customer relations, through the practical skills necessary to successfully approach any interaction with them.

Course objectives Consultative sales in the digital age:

• Refinement of consultative selling techniques
• Changing your mindset and practicing resilience
• Developing sales and communication skills with AI
• Lead generation and lead nurturing via LinkedIn
• Developing online and face-to-face customer relations skills

Interactivity. The program is based on active learning. It involves a combination of case studies, class discussions, role plays, and working in study groups, where participants take responsibility for their personal development.

Interactivity will be the main teaching method.

The program will include:

• Practical exercises, mini case studies, interactive sessions, solving concrete problems raised by the participants
• Individual/group/general training
• Analysis of the daily activities of the participants
• Role playing games and simulations

Participants will learn from several sources:

• The trainer will be both moderator and mentor
• Participants will work in teams
• Coaching. The trainer will be available to answer questions and guide the participants both during the course and afterwards based on the individual action plan, built step by step during the program.

Course agenda

How to build long-term partnerships?

• What do we sell, what does the customer buy? (Performance and differentiation vs. needs and wants)
• What is value? 8 ways to position your USP
• Understanding your customer (business, market, decision tree, buyer persona)

Building the sales channel: from know-how to applied practice

• Mapping the sales funnel
• Define your key goals at each step
• Identify, build and pursue (take action to achieve desired goals)
• Put it all together – make your own flight plan

What is a strategic account?

• Account segmentation
• Organizing the portfolio of assigned customers
• Dynamic management of the visit plan

Setting objectives, the technique of breaking down effect objectives into cause activities, planning and tracking them.

Customer Strategy, types of strategy, understanding and building a customized approach:

• Generic types of strategies
• Identifying the client’s strategy (even if he doesn’t know 😊)
• Find or build “The perfect fit” (positioning products and benefits within the client’s strategy)
• Evaluation and implementation of specific tactics

Long-term business plan

• What really matters to a B2B? The main indicators driving the decision, building a common action plan to deliver value; influencing internal stakeholders and using resources to maximize results
• Creativity and thinking outside the box
• Strategic selling in B2B; the decision tree, key influencers and building a plan that “sells” without you

Abilități cheie de relaționare în vânzarea B2B

• How we create a connection with any personality type
• Paradigms, mental patterns and overcoming communication barriers
• The questions and key words that open any relationship
• Online dating
  Lead nurturing – how to maintain contact and nurture relationships over time
  How do I manage non-involvement, false objections, lack of time

From B2B to H2H:

• The 6 Laws of Influence
• Customer Opportunities and Proposition Differentiation vs. The needs and wants of the decision maker
• Customers like to buy not be sold: How to effectively pitch your opportunity to any customer.

Selling and communicating to customers with AI

Find your customers:

• Traditional versus digital, what stays the same, what has changed in prospecting?
• Lead generation via LinkedIn – approaching and building relationships. Techniques for starting conversations and keeping discussions relevant
• The 5 best ways to find your customers
• Build your prospecting strategy.

Do you have any questions?

Do not hesitate to call us or write to us via chat, email or by filling out the form on the contact page.