Strategic Account Management
Grow revenue and deepen relationships with your key clients
SM-002
SM-001
Consultative Selling & Sales Fundamentals
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5 days | Instructor-led (classroom or virtual ) | 15 CPD Points | Certificate of Completion|
ABOUT THIS COURSE
Teaches a consultative, value-based approach to selling. Covers the full sales cycle from prospecting and qualifying to presenting, handling objections, closing, and building long-term customer relationships. Focuses on understanding customer needs and creating genuine value.
WHO IS IT FOR
Sales professionals, account managers, business development executives, and entrepreneurs who sell products or services
WHAT YOU WILL LEARN
Apply a consultative selling approach; qualify leads effectively to focus effort; conduct structured needs discovery conversations; present solutions in terms of customer value; handle objections confidently and close more deals
TOPICS COVERED
The consultative selling mindset; prospecting and lead qualification; needs discovery (SPIN Selling framework); value-based presentations; objection handling techniques; closing strategies; relationship management and repeat business; CRM best practices
MATERIALS INCLUDED
Course workbook, SPIN question planner, objection handling script builder, sales call planning template