About Facilitator(s)
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OMAGBITSE BARROWStrategy, Innovation and Communication Expert
Omagbitse Barrow is a prize-winning Chartered Accountant and Fellow of the Institute of Chartered Accountants of Nigeria. He spent the first decade of his professional career working at Nigeria’s premier Investment banking institution - IBTC and established Learning Impact NG in 2010, providing Corporate Training, Strategic Consulting and Organizational Development Solutions to some of the leading institutions in Nigeria across the private, public and not-for-profit sector. He is a Palladium Institute trained Balanced Score Card Strategy Practitioner, PROSCI Institute trained Change Management Professional and American Society for Training & Development (now Association for Talent Development) trained Learning Designer, Workplace Coaching Specialist and Mobile Learning Designer. Omagbitse has written books and developed learning resources in a wide variety of areas for adults and children. He is an educator, and Director of Creative Learning International School and Thoughtful House Autism Center, in Abuja, Nigeria. He is considered a multi-potentialite with experience and capabilities across various fields of human endeavour.
Overview
Effective sales professionals and managers understand the difference that consultative selling makes - it is a major paradigm shift from what most sales professionals do. It is about focusing on the customers’ needs rather than on your own products and selling based on those needs. When commercial organizations and their sales professionals start to use consultative selling techniques, everything changes, the cash machine keeps ringing and most importantly, you have a pipeline full of opportunities all-year round.
Learning Objectives
At the end of this course, you will be able to:
- Discuss the key elements of the consultative-selling approach as distinct from product evangelism;
- Convert your existing product pitch to a consultative sales pitch;
- Develop a consultative sales process and playbook using the principles of consultative selling;
- Apply scientific tools for consultative selling into your sales activities;
- Apply tools for networking, building your personal brand and influencing to your sales activities; and
- Improve your sales performance by applying techniques for sales coaching and performance improvement to your sales team.
Course Content
- Overview of Consultative Selling
- Sales Process and Play Book
- The Science of Selling
- The Art of Selling
- Improving Sales Performance
Course Delivery:
- Video Lectures
- Case Studies
- Interactive Activities
- Games
- Project-based Learning
0 Student(s) Taking The Course
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