• Objectives of Consultative Selling workshop
• Icebreaker
• Brainstorming:  what makes an excellent consultative seller?
• Case studies from outside of your own industry – good and bad
• Consultative selling  – what do we mean?
• Consultative selling strategy model
• 3 elements of the consultative sales person
• Consultative probing skills
• Identify all their current and as yet unknown needs
• Match needs to the benefits of your product/service to solve their problem
• Listening skills  – a whole new level!
• Selling added value Model
• Understanding your buyer “behaviours that impress, or bother the buyer”
• Identify your own importance model
• Understand the buyer pressure points
• Understand the physiological reasons people buy
• Understand your own selling style
• Adapt your style to your customer
• Handling responses
• Handing the price objection!
• Identifying the types of response
• Handling that response
• Buying signals  – verbal and non-verbal
• Gaining commitment
• Post call – the after-sales care

PERSONAL ACTION PLAN