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Training Program on Professional Selling Skills (using a Consultative Approach) The professional selling skills program offered by ‘The conSELLtant’ ensures a thorough understanding & importance of the sales process by using a consultative approach and building on customer relationships, while enabling one to become more professional & successful in a sales role. The program is suitable for any one relatively new to selling, as well as the more experienced ones, who wish to refresh or fine tune their existing skills in line with today's' need for a more consultative or relationship building approach.
At the end of the program participants would have gained a full understanding of both the buying & selling processes including the importance of being well organized. And most importantly... over the period of the course, participants would have worked through the six step sales process, practicing the skills at each stage, so that their selling skills are developed & reinforced; while also working on selling (their own) products/services, making the role-plays very realistic & practical |
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At the end of the program all participants would receive a certificate of completion. DETAILS OF THE 'PROFESSIONAL SELLING SKILLS program Course Aim: The program is suitable for anyone relatively new to selling as well as the more experienced ones, who wish to refresh or fine tune their existing skills in line with today's’ need for a more consultative or relationship building approach. 
How the course works:
This Retail Selling Skills Program-‘Retail in Detail’ is a very comprehensive 2 Day workshop, covering each step of the retail sales process & crucial customer service skills in detail, and is aimed at all retail sales/counter, customer service & shop floor staff, supervisors/team leaders & their managers! As Carl Steidtmann, Director & Chief Economist of PricewatehouseCoopers, says, retailers must be “customer-focused, not product-focused” if they are to create a retailing experience that is enjoyable for shoppers and encourages them to return to those retailers in the future. Close attention to customer service will help keep the retailer’s eye on the consumer. Contents of the program
• Knowledge : To provide the participants all material necessary to effectively sell good Advertising Programs, such as Statistics, Visuals, Concepts, Techniques, etc • Skills : To provide participants with the Selling Techniques, & the use of the 6 Step Selling Plan effectively, while teaching them to recognize & understand their abilities & personal skills, & to fully develop these skills in order to improve performances & accomplishments • Emotional Control : To develop a sense of professionalism in each participant: Appreciation, Positive Attitude, Behaviour, Genuine interest etc Course Content: The Media Effective AD Design The Sales Call Skills Practice Your only stop for: This ‘Insurance Selling Skills’ Program- is a comprehensive 3 Day workshop, covering each step of the sales process with crucial prospecting skills in detail, right from preparing oneself mentally, physically & preparation for the account, all through to a five step selling plan, commencing with the right approach that will enable uncover customer needs, presenting the most appropriate solution, enable handling of customer concerns & finally powerful proven closing techniques that will help customers buy (as people hate being sold!) The program will also include a thorough understanding of the different buyer types & behavior patterns, creating & developing a market for insurance, managing & maintaining a data base & vital areas for self/ personal development with role plays and assessments of participants carried out at every stage of the sales process. At the end of the program each participant will take back a ‘Master Plan for Success’ that could be put to immediate use! Course Contents : The Sales Process Personal Development This program is therefore a must for all Insurance Agents, Advisors, Consultants/ Sales Supervisors/Team leaders & their Managers who are keen on fine tuning their existing skills in line with today’s need for a more consultative or relationship building approach, while enabling one to become more professional & successful in a sales role. Public programs at all leading metros & In-house programs where participants are over 10 in number specifically designed to the needs of an organization are conducted! Equipping “Fresh Graduates / College Students’ for a career in Sales !! “The professional Selling Skills’ ( Basic level ) for a Career in Sales Exclusive for fresh graduates / students wanting to make a career in selling
AT end of the program participants would have gained a full understanding of the basics in selling , the buying & selling processes including the importance of being well organized . And most importantly ... over the period of the course , participants would have worked through the six step sales process , practicing the skills at each stage so that their selling skills are developed & reinforced; while also working on selling products / services , making the role - plays very realistic & practical. An evaluation would be carried out at the end of the program and certificates issued to participants on successful completion of the program , ' The conSELLtant ' would assit in placing candidates for career openings . Duration: As this program would be using a very practical oriented approach, the number of candidates would be limited. Bookings would therefore be on a first cum served basis. Institutions / Organizations requiring this program to be tailor made exclusively to suit their specific needs, especially for New / Fresh recruits joining in or being inducted. It's a marketing conundrum that the telephone offers the most direct method of getting through to potential customers, but also has the greatest capacity to irritate them. And with the volume of telemarketing increasing year upon year, it stands to reason that your own telemarketing campaign must be highly targeted and professional to get results. Failure in one or both of these areas can result in wasted resources and damaged business reputations. So where and how can telemarketing actually work for you? “A properly designed telephone sales program, undertaken by an individual or business that did not previously sell by phone, can quickly yield up to a four-time increase in sales & profits. This is true for virtually any company-large or small-that sells a product or service!”
This cutting-edge One Day Program on ‘Professional Tele-Marketing Skills’ is suitable for anyone relatively new to selling, as well as, the more experienced ones, who wish to refresh or fine tune their existing skills in line with today’s’ need for a more consultative or relationship building approach. After this program the Telemarketer will be able to make successful telephone sales calls to the prospect decision maker and conclude with the decision maker’s commitment to buy…in other words be able to SELL over the telephone, with the real answer being in serving the customer by discovering needs and leading him or her through a good decision-making process. As this public program would be using a very practical oriented approach, the number of candidates would be limited. Bookings would therefore be on a first cum first served basis. For organizations that have a need for a specifically tailor-made program to suit or address their needs then an in-house program is recommended.
Delivering ‘Excellent Customer Service’ that make a Positive, Lasting Impression on Customers, takes more than courtesy…it’s much more! It starts with understanding that Excellent Customer Service is from the Customers point of view. Many organizations spend a lot of time looking inwards & are organized accordingly. The truly Customer-centered organization takes time to think through the procedures & systems that work best for the customer. This puts the customer at the very center of the organization.
What we do, How we do it, How well it must be done & Proving it can be done again & again…are only the fundamentals. Excellent Customer Service means creating a memorable experience for every customer. It means meeting expectations & going beyond satisfying their needs, making it easy to do business…thereby making everybody win! -The Customer, the Company & the Employees. Sales & Service are not separate functions-They are 2 sides of the same coin, both having the same ultimate goal…Satisfying the Customer! In today’s world it’s even more important, where Sales, Marketing, Service & Operations share a common goal: Creating & Retaining Customers. To create & retain customers we have to combine Good Selling with Good Service. The marketplace is becoming more & more competitive… it is no longer possible to run a business without a strong focus on the customer. Customer Interaction Services, including Call Centre & Customer Support Services have grown rapidly, with the ‘IT’ enabled services requiring Professional & well-trained personnel for Customer Support Services.
This is the challenge ahead and this 2-day program will specifically address these needs, enabling participants take back an Action Plan that could be put to immediate use. For whom Outline of Course: One-day workshop on Lifetime Value of Customers (Handling Complaints & Retaining Customers...the only business survival skill leading to Increased profits& Growth!!)
A typical business hears from only 4% of its dissatisfied customers. The other 96% just quietly go away and 91% will never come back. That represents a serious financial loss for companies whose people don't know how to treat customers, and a tremendous gain to those that do! The average business spends six times more to attract new customers than it does to keep old ones. yet customer loyalty is in most cases worth 10 times the price of single purchase.
In today's service -oriented economy, excellent service is more than a competitive weapon -it's a survival skill. Rest assured that if you don't provide it , someone else would !! How do you want be served? Are you serving the saving the same way? The Diamond Rule of Service: ' if you wouldn't want it done to you , don't do it to something else ! As markets become increasingly competitive, customers can now immediately go else where if they don’t get what they want. continuous improvement , gaining the competitive edge, increased market share, higher profits -none of these things is possible, unless business can find new ways of maintaining the loyalty of existing customers. The program 'Lifetime value of customers! - (Handling Complaints & Retaining Customers) by The conSELLtant , is about loyalty and how to build it in others and build your success at the same time! Call to check out our next public program Types of Training programs (Inbound/Outbound):
‘INTERVIEWING SKILLS’ for the Call Center Recruiter (ONE Full Day)
How the course works: 
Leadership today is about vision. It is about understanding the past to make
the future better. There are 2 ways to get better: work harder and
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Coaching is about drawing out, not putting in. By using coaching
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The program using a very practical approach covers right from the difference between
' hard sell ' & ' consultative ' approach, through the buying & selling process,
understanding self & others, including, identifying different buyer
types, with how & why people buy, through the core part of session...i.e.; the 6 steps of a
professional call, covering right from the preparation stage through the close.
The Professional Selling Skills program by 'The conSELLtant' covers 2 full day sessions and
will be conducted once every month as a public program.
Organizations sending in 3 or more participants from the same organization, a special
10% discount would be applicable.
For organizations that have a need for a specifically tailor-made program to suit or
address their needs then an in-house program is recommended.
The objective of this program is to equip aspirants with the basics of selling , beginning with the key
activities of a sales person, organizing ones ' self including a thorough understanding & importance of the sales process by using a consultative approach and building on customer relationships, the difference between 'hard sell ' & ' consultative’ approach, right through the buying & selling process, Understanding self &others , including, identifying different buyer types with how & why people buy ,through the core part of the session ... ie; the 6steps of a professional call , covering right from the preparation stage through the close .
With an increase in Tele-marketing and a dearth for Professional Telemarketers, considering today’s rising travel and salesmen’s costs, this program on ‘Professional Tele-Marketing Skills’ has been designed in response to cater to this overwhelming market need.
Besides, being able to SELL any product or service on the telephone, the phone can be effectively used as a good tool for follow-up to other forms of direct marketing, and can include:
Lead generation, data cleaning up, building on or improving on data, customer surveys, company profiling, collection payment reminders & follow-ups, familiarization of products for ‘point of sale’ promotion, event planning or as a direct mail follow-up, tremendously benefiting by saving on travel & salesmen’s costs; traveling, parking & waiting time; bring down the lists in the most economical way; and provide a cutting competitive edge by getting you to the buyer first!
Knowing how to win & keep customers is the single most important business skill that any one can
Learn. The business world makes way for the person who brings in the business... and that 's the person who wins & keeps customers.
