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This Consultative Selling Skills Workshop raises the overall sales effectiveness of the participants. The workshop covers the process of holding effective client sales meetings in which the participants gain a sound understanding of clients' needs, ensure that their objectives are reached, and map out next steps to be implemented in a timely manner.


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.


By completing this workshop, participants will:

  • Build rapport with a range of different positions within the client's organization
  • 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

Session Outline

KEY TOPICS

  • Becoming a Trusted Advisor
  • Understanding the Client
  • The Perfect Sales Meeting
  • Building Rapport
  • Positioning the Meeting
  • Ascertain and Confirm
  • Adding Value to the Client
  • Presenting Your Solution
  • Dealing with Resistance
  • Seeking Commitment

Agenda

8:45 AM - 9:00 AM
Registration
9:00 AM - 9:30 AM
Opening
• Welcome
• Workshop objectives
• Today’s Agenda
• Housekeeping
• Introductions / Icebreaker
9:30 AM - 9:45 AM
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 Trus...
• 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
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9:45 AM - 10:30 AM
Opening Role-Play
• 15 min to prepare
• 5 min role-play
• Review and feedback
10:30 AM - 10:45 AM
Coffee Break
10:45 AM - 11:15 AM
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 Outc...
• 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
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11:15 AM - 12:00 PM
Building Rapport
• Building Rapport
• Ways to Destroy Rapport
• Ways to Build Rapport
• Case Study Discussion
12:00 PM - 1:00 PM
Lunch Break
1:00 PM - 1:30 PM
Positioning the Meeting
• Positioning the Meeting (what, why, how, outcome)
• Tips & Hints
• Case Study Discussion
1:30 PM - 2:00 PM
Ascertain 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 (optiona...
• 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)
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2:00 PM - 2:30 PM
Active Listening
• Degrees of Listening
• Passive Listening (exercise)
• Tips & Hints
• Active Listening (exercise)
2:30 PM - 3:00 PM
Explain (Presenting Your Solution)
• Exercise: 3 Rules of Persuasion
• Persuasive Message: Statement, Value, Relevance
• Creating the Value
• Case Study Discussion
3:00 PM - 3:30 PM
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...
• Quick Video: Trapped Mouse
• Discussion: Why clients resist? (rational and emotional)
• Handling Resistance (4 Steps)
• Methods for Handling Resistance
• Tips & Hints
• Case Study Discussion
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3:30 PM - 3:45 PM
Coffee Break
3:45 PM - 4:15 PM
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 th...
• 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
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4:15 PM - 5:15 PM
Role-Play
• 10 min to prepare
• 3 min role-play
• Critique and feedback
5:15 PM - 5:30 PM
End of Day Wrap-Up
• End of Day Discussion
• Key Learning

Refreshments will be served during the coffee break for the attendees. Lunch at a nearby restaurant is also included with the ticket price.

Speakers

  • Marc Fogel

    Marc Fogel

    Marc’s business background includes IT management systems, OEM manufacturing, and business consulting in the United States, Europe, and China.

    In 2003, Marc worked in both the United States and China as a regional business director and solution sales director for SBTI China, responsible for strategic design and business implementation.

    Marc also joined I-Nexus Asia Pacific in 2003 as a regional director based in China, helping executives plan, prepare, and execute corporate initiatives. His specific areas of expertise include strategy mapping, score carding, company-wide process improvement (TOC, Lean, and Six Sigma), marketing, and sales strategy.

    Today as a trainer, executive coach, and facilitator for Simitri, Marc works one-to-one with senior leaders and their teams to drive organisational change by improving leadership, management, communication and interpersonal effectiveness.

    Marc was born in the United States and now lives in China. He is fluent in Mandarin.

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Tickets

A prepayment is required when choosing 'Members only price' or 'Standard Price'.

“会员票价”及“标准票价”要求您在提交注册信息后即刻完成在线预付，若您希望在活动现场支付门票，请选择“现场票价”。
Member Ticket
Member Price RMB 2,650
Member Company Employee Ticket
Standard Price RMB 3,650
Non-Member Ticket
Standard Price RMB 4,650

Registration

  • All registrations shall be made online before the session. For full-day sessions, payment also shall be made before the session.
  • For half-day sessions, AmCham Shanghai members are eligible to attend free of charge with Training Credit*; AmCham Shanghai members without Training Credit are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at "Employee Rate".
  • For full-day sessions, AmCham Shanghai members are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at “Employee Rate”; Non-members are eligible to attend at “Non-Member Rate”.
  • Limited spaces are available and attendance will be given on a first-come, first-served basis.
  • Members please bring your membership card and non-members bring your business card upon check-in at the training session.
Walk-in and Cancellation Policy
  • This session requires confirmation of attendance in advance. If you attend this session without prior registration, you will be charged an RMB50 "walk-in" fee as member and RMB100 as employee.
  • Cancellation: If you need to cancel your registration for a half-day session, please notify Ivette Corominas at (86 21) 6279 7119 ext. 5671 or email ivette.corominas@amcham-shanghai.org no less than 24 hours in advance. If you need to cancel your registration for a full-day session, please notify Ivette Corominas at least two weeks prior to the session for a full refund. Cancellation made within two weeks before the session will not be refundable.
  • To ensure that you have a seat, please come to the session on time. Open seats will be released to other guests 15 minutes after the session starts.