Consultative Selling for Non-Specialists
2 days|Delivered on request
Consultative Selling for Non-Specialists is built for delegates who need to be useful in this area quickly. It starts at first principles and works through key account management and objection handling without assuming prior specialist training. The programme exists because customer complaints are logged far more often than they are analysed, and because capability in this area is usually built on the job with no structure behind it. Delegates leave able to work confidently with service standards, customer retention and complaint handling in their own organisation.
What delegates leave able to do
- Review service standards and say plainly whether it is working, measured against consultative selling methodology
- Improve customer retention within their own organisation
- Make a decision about complaint handling without waiting for a specialist
- Take ownership of proposal writing rather than escalating it
What the course covers
- Key account management
- Objection handling
- Service standards
- Customer retention
- Complaint handling
- Proposal writing
- Needs analysis
Who should attend
- sales managers
- branch managers
- client relationship managers
- service desk staff
