Our ‘Sales Excellence’ training program is to equip sales professionals with the knowledge, techniques, and strategies necessary to improve their sales performance and achieve their sales targets. The program is curated specifically to enable sales professionals to learn how to plan and organize their sales efforts for stronger outcomes using the SPANCO sales process.

 

The primary goal of this training program is to enhance a sales team's overall performance, leading to increased revenue and profitability for the organization. Some key focus areas are skill development in client rapport building, conducting effective need analysis, learning the fine art of asking the right questions to open lines of inquiry for increased opportunities of sales, conducting effective negotiations, coming across as a trusted advisor, and executing efficient closings during sales conversations.

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One of the most impactful shifts is the move from traditional transactional selling to consultative selling. This approach, which focuses on understanding the customer's needs and providing tailored solutions, has redefined the role of the salesperson from a mere product vendor to a trusted advisor.

 

At the heart of consultative selling lies a fundamental shift in mindset. Unlike traditional sales methods that prioritize the quick closing of deals, consultative selling emphasizes understanding the customer’s business, challenges, and objectives before proposing a solution. This approach is built on several core principles: customer centric focus, active listening & empathy, problem solving Orientation & personalization.

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Course Objectives

• Develop skills to identify client needs accurately.

• Build an effective network of stakeholders and move away from person dependent sales.

• Strengthen communication skills, including active listening, rapport building, and the ability to convey information clearly and persuasively.

• Grow ability to handle objections and address customer concerns in a way that turns objections into opportunities.

• Use consultative selling methods for engaging customer throughout the sales process.

• Sell due capability along with good client relationship.

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Content Overview

• Understanding the SPANCO Process in Sales

• Pre-call Planning in Consultative Selling

• Key Skills in Consultative Selling

• SPIN Selling

• Value- Based Selling

• Insights Selling

• ​Challenger Sales Framework

• Conversations that Wins

• Managing Difficult Conversations in Sales

• Decision Making Conversations in Different Cultures.