20 Oct PRINCIPLES OF CONSULTATIVE SELLING
This comprehensive program delves into the foundational principles of consultative selling, designed to equip participants with advanced skills and methodologies essential for engaging clients effectively and securing business by addressing their unique challenges and needs. The course offers a client-centric sales framework that synthesizes multiple proven selling approaches.
CONCHITA MEDINA
Conchita Medina holds the position for Business Development and ESG Director at the consultancy firm Panopticum Legal. She brings 20 years of experience as a Client Director across Consultancy, IT, Procurement, Supply Chain, and Banking sectors. Throughout her career, she has delivered outstanding results at leading organizations including Bankinter, IBM, and Gartner.
Skills
1. By the end of the course, students will be able to apply key client-approach and deal-closing techniques through practical exercises and assessments.
2. Students will participate in up to two simulated client meetings to practice and reinforce communication skills and a results-oriented mindset.
3. Participants are expected to show progress in core competencies—such as active listening, empathy, communication, stress management, and closing techniques—based on comparisons between pre- and post-course self-assessments and instructor feedback.
Schedule
Which dates?
25-feb
04-mar
11-mar
18-mar
25-mar
15-mar
What day?
WEDNESDAYS
What time?
14.00-15.30