Managing Consultative Selling
3 days|Delivered on request
This programme is for the person accountable for the work rather than the person doing it. It covers difficult conversations and proposal writing from the position of someone who must review, approve and answer for the output. Managers carry this because customer complaints are logged far more often than they are analysed, and the accountability does not delegate cleanly. Delegates leave able to work confidently with customer journey mapping, upselling and cross selling and key account management in their own organisation.
What delegates leave able to do
- Make a decision about customer journey mapping without waiting for a specialist, measured against consultative selling methodology
- Take ownership of upselling and cross selling rather than escalating it
- Improve key account management within their own organisation
- Put objection handling on a footing they can defend to a reviewer
What the course covers
- Difficult conversations
- Proposal writing
- Customer journey mapping
- Upselling and cross selling
- Key account management
- Objection handling
- Service recovery
Who should attend
- client relationship managers
- sales representatives
- service desk staff
- key account managers
- branch managers
