ABP Consulting SingaporeSingapore

Sales

Consultative selling

Two days on selling by asking better questions rather than reciting better arguments. The programme works on discovery, on the real qualification of a deal, and on reading the person across the table.

Four sales advisers in suits examine leather samples together at a boutique counter

What you will be able to do

  • Prepare and lead your commercial negotiation
  • Adapt to different perceptions
  • Develop the discovery phase
  • Develop your active listening
  • Adapt your dialogue to the situation
  • Showcase your offer and your strengths
  • Handle objections
  • Close the sale

Programme

  1. Discovery

    • The questions that make someone think, and the ones that close the conversation
    • Getting the cost of the current situation said by them rather than announced by you
    • Workshop: each participant redoes the discovery on a live deal

  2. Qualifying

    • Telling a real pipeline from a declared one
    • The three criteria that genuinely qualify an opportunity
    • Walking away from a deal without losing the client: wording and timing

  3. The buying group

    • The single decision-maker no longer exists: mapping the real roles
    • Who to speak to, in what order, and what you say to each
    • The internal sponsor: recognising them, arming them, not overloading them

  4. The proposal

    • Using the client's own words in the document they will circulate
    • What goes in writing and what is said out loud
    • Preparing the pitch: three messages, not fifteen slides

What this training gives you

Taking this training, you will learn to grow your revenue, but also to uncover what your client really expects, make client contact easier and sharpen your commercial, sales and negotiation strategies.

Through a range of communication tools, the programme teaches active listening to identify the real needs of the people you deal with. Convincing your client and answering objections effectively are the threads that run through the whole training.

Questions about this training

Who is this training for?

Sales people, and also people in customer-facing roles or in charge of recruitment. No prerequisite is required.

What does the training cover?

Preparing prospecting and objection handling, the sales meeting from the elevator pitch to the discovery phase, active listening, building an argument with the CAP method, handling objections, negotiation and closing.

How is it taught?

Short theory, real case studies, quizzes and role-plays. Supporting documents are made available online after the training.