Consultative Selling for Small and Medium Enterprises
3 days|Delivered on request
Consultative Selling for Small and Medium Enterprises takes the discipline and works it through the constraints of this operating context, including telephone and contact centre skills, consultative selling and the compliance obligations that come with it. The sector framing is necessary because customer complaints are logged far more often than they are analysed, and generic training rarely survives contact with the local rules. Delegates leave able to work confidently with proposal writing, service level design and key account management in their own organisation.
What delegates leave able to do
- Improve proposal writing within their own organisation, measured against consultative selling methodology
- Spot where service level design is failing before it becomes a finding
- Review key account management and say plainly whether it is working
- Put customer retention on a footing they can defend to a reviewer
What the course covers
- Telephone and contact centre skills
- Consultative selling
- Proposal writing
- Service level design
- Key account management
- Customer retention
- Service recovery
Who should attend
- sales representatives
- customer service managers
- contact centre team leaders
- sales managers
