Selling the way your customer wants to buy……not the way you like to sell.

Lahore: 13-14th June Park Plaza Hotel, Karachi: 19th-20th June, Marriott Hotel, Islamabad: 26-27th June, Serena Hotel

What is Consultative Selling?

There is a famous movie with the name of Boiler Room in which the sales people use 3rd degree selling methods to meet their sales targets and sell products they themselves are highly ashamed of. The Sales Manager addresses his team with these words:

“And there is no such thing as a no sale call. A sale is made on every call you make. Either you sell the client some stock or he sells you a reason he can’t. Either way a sale is made, the only question is who is gonna close? You or him? Now be relentless, that’s it, I’m done.”

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Always Be Closing era is gone. Today’s customer is intelligent and you cannot afford to insult his/her intelligence with your manipulative sales pitch. You can sell one time but you will lose the trust for ever. In digital times, sell-and-run can put the company on fast-track to extinction. In order to nurture long-lasting relationships with the client, you have to bust your existing sales paradigm. You don’t have to sell; your role is to help the customer buy. In short, you are consultant.

Consultative Selling is the anecdote to Pressure Cooker Selling. Consultative Selling is: Selling the way your customer wants to buy……not the way you like to sell.

2 days intensive Consultative Selling course has been designed for  sales teams to give them cutting-edge tools to win more sales.

Hard Selling is short-lived while Heart Selling stays!

Contents

Day 1:

Module # 1: Busting the Old Sales Myths

Module # 2: Why Prospects Run Away from Sales People?

Module # 3: Two Approaches to Selling: Hunting and Farming

Module # 4: Lethal Mistakes Sales People Commit

Module # 5: Sales Mapping: Connecting the Dots

Module # 6: NLP-based Techniques to Build Instant Rapport

Module # 7: The Art of Asking Questions

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Day 2:

Module # 8: The Passionate Listening Techniques

Module # 9: Understanding Pain Points of the Prospect

Module # 10: Understanding Buying Signals

Module # 11: Solution Selling

Module # 12: Objection Handling Techniques

Module # 13: Client Retention

Module # 14: After Sales Customer Relationship

Module # 15: Referral Selling Techniques

Learning Benefits to Organizations

  • Sustainable sales numbers
  • Less customer complaints
  • Long-term trust based relationship with clients
  • Referral business to increase
  • Cost of business acquisition to decrease

Personal Benefits to Participants

  • More sales, more incentives
  • Emphasis on building long-term relations rather than “sell and run”
  • Less work-related stress because of less customer complaints
  • Selling becomes pleasant experience because of referrals

Who must attend?

  • Heads of Sales & Marketing
  • Key Account Managers
  • B2B Sales Teams

Download brochure in PDF by clicking here.

Course Fee

Rs. 29,000 per person.  On 3 nominations from the same organization, 4th participant to attend as complimentary [3+1 Offer].

Fee includes course material, lunch/refreshments, certificate, business networking, original presentation, post-training personal coaching, memorable pictures and soft copy of trainer’s international book The Craft of Selling “YOURSELF”.

Master Sales Consultant

Ashraf Chaudhry started his life as an errand boy from a small town and got early education from roofless and ghost schools of rural Pakistan. He did his MBA from IBA Karachi and has worked for around 15 years for companies like Chevron, Tapal Tea, Marriott/Pearl Continental Chains and Worldcall Group. He is an accomplished business executive, highly sought-after sales trainer and motivational speaker. He is author of international best-seller The Craft of Selling “YOURSELF”. To know more about Ashraf, please google him.

His vision is simple: to raise incorrigibly optimist sales militia for business organizations with ‘never-say-quit’ determination.  He transfers his skills with interactive discussions, case studies, exercises, video analyses and by sharing his hands-on experiences.

Ashraf is also co-author with world’s top most sales trainer and best-selling author Bob Urichuck for their up-coming sales novel The 10 Commandments of Selling: Story of Danial, to be launched world-wide by June 2013.

Do you want to run this course in-house with customization? Call us today.

How to register?

Please call Ms. Hina Roudani or write an email. Cell: +92 321 3750 706, Email: hina@ashrafchaudhry.com

Download brochure in PDF by clicking here.

Join Ashraf Chaudhry on Social Media

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Important Note:

We conduct workshops in intellectually stimulating and lively environment. But those who take trainings as pure entertainment and “off days from work” should not be nominated. We don’t run theatres.

 

 

 

 

 

 

Emphasis on building long-term relations rather than “sell and run”

 
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