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Zebra Training : Selling Supplies - Consultative Conversations

05/Jun/2020

Course Objectives

Understand the importance of the preparation phase before quoting
Lead the opportunity with a sales mindset versus a bidding mindset
Understand the areas of importance by audience and key questions to ask
Understand how to position Zebra as the seller of choice regarding supplies

Consultative Selling

Two Phases

Selling Versus Bidding

Preparation

Understanding the customer's requirements
Understanding the customer's product needs
Understanding the customer's service needs

Preparation Phase

Identify Customer Requirements

Ask permission to engage all key influencers if you have not already done

Identify their individual needs to ensure they are addressed

Understanding Product Needs

Understanding Service Needs

Understanding Current Supplies Relationship

Gauge the health of their relationship with the current supplies?
Why did they choose this supplier?
What services do they offer?
What type of supplier are they using?

- Local
- Regional
- National

Summary

Hereby is the successfully completed the Selling Supplies - Consultative Conversations Certification for ALC Sales and Technical Engineer and has fulfilled the requirement to quality as a Zebra.

For more information for Zebra product, please contact us.

ALC-Tech (M) Sdn Bhd
No. 30, Jalan 6/62A
Bandar Menjalara
52200 Kepong, Kuala Lumpur
Tel : 03-6280 1650 / 012-637 1650
Email : sales-KL@alcglobal.com