Consultative Selling Skills Workshop: New Business Development [Training School]

  • When:
    Tuesday, 06 March 2018, 8:45am - 5:30pm
  • Where:
    Mandarin Oriental Pudong Shanghai (Jade/Opal/Emerald, LG1), 浦东文华东方酒店, LG1 (白玉/欧泊/翡翠厅)
    111 Pudong Road, Shanghai
  • Price:
    Member Price: ONE training credit plus RMB 2,200, or RMB 3,000. Non-member Price: RMB 3,800

RSVP: (Click here to learn more about the Training Credits)

This training session will be of interest to Sales & Marketing professionals, Relationship Managers and Account Managers. This highly interactive training session will use exercises, role-plays, and debriefings to solve problems and concerns present in your current selling environment.

This one-day training raises the overall sales effectiveness of the participant. The workshop produces skilled and confident professionals, whose understanding of clients’ needs ensures their objectives are reached and appropriate actions are implemented in a timely manner. 

The workshop raises the consultative selling skills of the participants and provides them with new sales techniques to enhance their role in the organisation as a business developer.

During the workshop, we also discuss the concept of becoming a “Trusted Advisor” and specific steps the participants can take to create the foundation for this relationship with clients.

Benefits for Participants

  • Build rapport with a range of different positions within the client’s organisation
  • Create the right impression
  • Uncover needs by asking the right questions in the right way
  • Deliver a persuasive sales message that is relevant and value driven
  • Handle resistance in a professional and sincere manner
  • See the client’s commitment to the next stage of the sales process and ultimately close the deal

Training Schedule:

8.45 Registration & Networking

9.00 Opening / Introductions / Icebreaker

9.30 Understanding Consultative Selling

  • Consultative selling is not about / is about…
  • Client Relationship Levels / Becoming a Trusted Advisor
  • Small Group Discussion: Service vs. Trust Based Relationship
  • The 3 Cs: Being a Trusted Advisor  
  • Building Your Case Study

9.45 Opening Role-Play

10.30 Break

10.45 Conducting a Sales Conversation

  • Question: How do you define a successful sales meeting?
  • A successful sales meeting
  • Sales Meeting Flow (questions for discussion)
  • The Perfect Sales Meeting: BRACES Process
  • Possible Outcomes

11.15 Building Rapport

  • Building Rapport
  • Ways to Destroy Rapport
  • Ways to Build Rapport
  • Case Study Discussion

11.45 Positioning the Meeting

  • Positioning the Meeting (what, why, how, outcome)
  • Tips & Hints
  • Case Study Discussion

12.30 Lunch

13.30 A scertain and Confirm: Asking Questions 

  • Open and closed questions (and case study discussion)
  • Follow-up Questions (and exercise)
  • Expertise Questions (and case study discussion)
  • Funnel Approach: Topic and Conversation (optional based on time)

14.00 Active Listening

  • Degrees of Listening
  • Passive Listening (exercise)
  • Tips & Hints
  • Active Listening (exercise)

14.30 Explain (Presenting Your Solution)

  • Exercise: 3 Rules of Persuasion
  • Persuasive Message: Statement, Value, Relevance
  • Creating the Value
  • Case Study Discussion

15.00 Break

15.15 Dealing with Resistance

  • Quick Video: Trapped Mouse
  • Discussion: Why clients resist? (rational and emotional)
  • Handling Resistance (4 Steps)
  • Methods for Handling Resistance
  • Tips & Hints
  • Case Study Discussion

15.45 Seek (Gaining Commitment and Closing)

  • Question: what is your objective at the end of every sales meeting?
  • Moving the Conversation  Forward
  • Motivating Client Commitment
  • Question: What commitments can you ask for…?
  • Closing the Meeting
  • Case Study Discussion

16.15 Role-Play

17.15 End of Day Wrap-Up

RSVP: (Click here to learn more about the Training Credits)

Cancellation Policy: Please note that if you need to cancel this booking, we must receive your cancellation by email no less than 48 hours in advance of an event. If we do not receive the cancellation notice by this time, the Chamber will have to charge you the full-price for the event, as this is necessary to cover costs automatically incurred by the Chamber on the registered attendees’ behalf.

Speaker Introduction

Jennifer Peterson

Senior Consultant, Simtiri

Jennifer’s professional experience includes more than 15 years spent in corporate training, marketing, and sales in the United States, Europe and Asia. As a result, Jennifer brings extremely valuable insights to the table on corporate coaching, effective presentations, negotiation tactics, business meeting strategy, corporate relationship management skills, and expert contract-closing methodologies.

As a trainer, facilitator and coach for Simtiri, Jennifer works with groups of professionals as well as one-on-one with C-level executives to share the secrets of her proven techniques. Additionally, Jennifer helps clients to better understand their role in the professional environment and how to manage their own skills in ways that set good businesses and associates apart from great ones. All of Jennifer’s sessions are tailored to the specific needs of each class or individual, so everyone receives maximum benefit from their time spent with her.

Event contact

Joanna Zhang