CONSULTATIVE SELLING - ODIR®
This training offers a sales strategy based on identifying the
customers’ requirements through the development of unconscious and
conscious needs. Delegates learn to use each opportunity at the right
time, thus achieving higher results and developing more long term
relationships with the customers.
WHO SHOULD ATTEND?
Sales managers, relationship managers, account managers, internal and
external sales representatives, technical specialists with customer
contact.
COURSE OBJECTIVES:
Participants learn how to use the ODIR® model efficiently. They
recognise customer needs more effectively and can develop these
proficiently.
This sales strategy makes their selling skills transparent and
measurable and guarantees more success as a bottom line.
COURSE CONTENTS:
* Recognition of the own behaviour patterns in the sales call
* Becoming acquainted with the ODIR® consulting & sales strategy
(the four phases of success)
* Appropriate use of benefit statements and benefit presentations
* Handling customers according to their personality
* Handling objections
* Handling customer complaints
COURSE METHODOLOGY
Short theory inputs followed by intensive practical exercises.
Feedback/analysis of role plays supported by video or audio
recordings.
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22/08/2019 Last update