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Non-Aggressive Consultative Selling – NACS™

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NACS develops the sellers’ skills so as to discover and understand the customer’s needs in order to build a non-aggressive sales process.

This is the training which helps the participants acquire basic knowledge required for a sales professional: the customer’s needs, the steps of a sales call, listening, questions, objectives, etc.

In addition to discovering the overall principles governing the purchasing decision of a customer, the training also offers the opportunity to integrate the new notions in real life, by simulations and applications.

Key messages

• Selling is an interpersonal process: it is not a company which buys or sells, but it is you who sell and the person in front of you who buys;
• A correct opening is more than just small talk: it prepares the customer for the entire discussion;
• All purchasing decisions are based on needs;
• Before providing a solution a good salesperson correctly and fully understands the customer’s needs;
• Only by questioning and listening can the salesperson discover the customer’s problems and desires;
• A good salesperson increases the customer’s perception of the problem and of the wish;
• The benefit – the response to a wish expressed by the customer – is the strongest behavior in sales;
• The solution provided otherwise than in terms of benefits and at the proper moment generates objections;
• Objections are not a gift from the customer. It is better to avoid the traps than to learn how to come out of them;
• The sales call must end with a realistic commitment from the customer;
• The salesperson playing an advisory role generates trust and loyalty, showing interest in the customer’s problems, capacity to understand them and desire to solve them.

Training topics

• The sale – an interpersonal process;
• Communication with the customer;
• Opening of the sales call;
• Identifying problems and wishes;
• Decision-making criteria;
• Offering the solution;
• Preparation of the sales call;
• How to prevent and handle objections;
• Closing the sales call.

Expected results

Following the participation in this training, the participants will learn to:

• build the sale starting from the customer’s needs, not from the characteristics of the product or service offered;
• properly go through the opening of the sales call;
• correctly and fully understand a customer’s situation;
• discover, define and develop together with the customer his/her desires before providing a solution;
• by using the customer’s language, provide the solution in terms of benefits in response to his/her wishes;
• show interest in the customer’s doubts and objections and handle them accordingly;
• correctly close the sales call;
• correctly prepare each sales meeting;
• use the questions in a non-aggressive way, so as to understand the customer;
• generate trust and loyalty.

Methods used

• Experiential learning;
• Presentation;
• Simulations, analysis and feedback;
• Working groups;
• Tests.

Duration: 2 days

Number of participants: 8 -12

Fee/person: 600 EUR

Locaţia: Bucureşti

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Non-Aggressive Consultative Selling is one of the trainings included in the Sales Professional Certificate.

This certification area refers to the main general and sales skills required for a professional salesperson, regardless of the career level. In order to obtain the certificate, one needs to go through three training programs, followed by a test and one hour of consultancy free-of-charge.

In addition to NACS, this level also includes the following programs:

Negotiation Skills

Personal efficiency in sales
There are skills, in addition to selling skills, which influence the success of a professional seller.
Time-management capacity, interpersonal communication skills, or how one builds his/her own image, understanding one’s own role in the organization – can all have a positive or negative influence on the seller’s short- or long-term achievements.