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Non-Aggressive Consultative Selling – NACS™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.