28. May 2019 - 9:00
Share it on:

Consultative selling - ODIR® (the success model) | University of Phoenix | Tuesday, 28. May 2019

Consultative selling - ODIR®
This training offers a sales strategy based on identifying the customers’ requirements through the development of unconscious and conscious needs. Delegates learn to use each opportunity at the right time, thus achieving higher results and developing more long term relationships with the customers.Who should attend?Sales managers, relationship managers, account managers, internal and external sales representatives, technical specialists with customer contact.
Course objectives:Participants learn how to use the ODIR® model efficiently. They recognise customer needs more effectively and can develop these sales strategy makes their selling skills transparent and measurable and guarantees more success as a bottom contents:

Recognition of the own behaviour patterns in the sales call
Becoming acquainted with the ODIR® consulting & sales strategy (the four phases of success)
Appropriate use of benefit statements and benefit presentations
Handling customers according to their personality
Handling objections
Handling customer complaints

Course methodologyShort theory inputs followed by intensive practical exercises. Feedback/analysis of role plays supported by video or audio recordings.