Trusted Sales Advisor Training Course

Description

Trusted Sales Advisor Training Course Description

In this course, participants learn how to do interpersonal selling. Learn how to be a trusted and reliable sales advisor using consultative interactions with customers.

Build a reliable network of connections and people for support and sales pipeline opportunities.

This is a HRD Corp Claimable course.  This training course is part of the sales training courses offered by Kognifi.

Participants will be guided by the trainer and coached in a workshop style environment.  Participants will do role plays to demonstrate learning and be able to apply the lessons from the course.

Call or WhatsApp us at:  +6011-6353 3599 for booking and quotation.

Trusted Sales Advisor Training Learning Objectives

• How to qualify prospects with consultative selling
• How to clarify customer requirements to get commitments
• How to help customers make decisions
• How build reliable relationships and networks

Trusted Sales Advisor Training Learning Outcomes

• Able to do discover and scope customer requirements
• Able shape customer requirements to get sales orders
• Able to provide support to customers to make decisions
• Able to create reliable networks for the related industry

Trusted Sales Advisor Training Course Content

In this course, participants learn how to do interpersonal selling.

• How to use the SPIN sales consultative selling method
• How to use sales probes to shape the sales presentation

Module 1 · Prospecting | Scoping prospects and  consultative selling

This module introduces participants to leads qualification with the consultative selling method.  Participants learn how to qualify prospects and scope the opportunity for B2B, B2C and Channel sales.

• Prospecting and the scoping process · Lecture
• Scenario based consultative selling situations · Workshop
• Role playing the consultative selling scenarios · Group Activity

Module 2 · Probing | Probing questions and securing commitments

Participants are introduced to the types of questions to get clarification, shape demand and commitment for an opportunity.  Participants create the process map to secure the sale. This systematic sales interaction process, gets improved sales pipeline success.

• Question based selling · Lecture
• Creating the sales process maps · Workshop
• Role playing probes with the sales process maps · Group Activity

Module 3 · Presentation| Subject matter expertise and the customer journey

Participants are introduced to customer expectations and the scope of the subject matter expert.  Participants map the customer decision journey (CDJ) and the reliability of the SME in the CDJ.  This improves sales funnel opportunities and sales pipeline growth.

• Subject Matter Expertise (SME) and the CDJ · Lecture
• Defining an SME from the perspective of the customer · Workshop
• Role playing SME-Customer 360-degree interactions · Group Activity

Module 4 · Relationships | Connectors and networking

Participants learn the types of relationships and networks.  Participants learn how to manage these relationships and networks to build trust and reliability.  Participants learn how to evaluate connections to influence and leverage networks for their sales pipelines

• People and relationships · Lecture
• Assessing relationships and networks for reliability · Workshop
• Role playing trust-based relationship building and networking · Group Activity

Sales Training Learning Paths

• Learning Path: Sales
• Learning Program: Selling Skills

Recommended Sales Training Courses

• SS-IPS · Interpersonal Selling Skills Training Course
• SA-TM · Tender Bids Management Training Course
• SS-BY · Buying Motives and JTBD Training Course
• SA-KAM · Key Account Management Training Course

HRD Corp TTT Certified Trainer

The trainer for this trusted sales advisor training course, Logarajah Thambyrajah, is TTT (Train The Trainer) certified by HRD Corp.  He is an SEO Consultant and the principal consultant for Kognifi. Come and join the training course that we offer.  Be trained by our experienced consultant and trainer with more than 30 years experience.  With global lessons learned in Fortune 500 companies to share with participants.

Kognifi is a HRD Corp Training Provider

Kognifi is an approved training provider (TP) by HRD Corp. We are listed in the HRD Corp portal. You can search for Kognifi on this HRD Corp link. Kognifi is a marketing and consulting company for digital marketing services and corporate trainings in Malaysia.  Kognifi provides HRD Corp claimable training in Malaysia.  Kognifi has a list of in-house business management, sales and marketing trainings in Malaysia.

How To Order Our Training Courses

Determine the training course you want your team to attend Contact us to get the latest training course outline, pricing and schedule for one of the following types of training for your selected course.

• In-House Training
• Public Training

We will then send you the official quotation for HRD Corp Levy grant application. This quotation will be digitally signed to verify that its from Kognifi Sdn Bhd.

Call or WhatsApp us at:  +6011-6353 3599 for booking and quotation.

Contact Us for a Training Proposal