Course Outline | Sales Training

Consultative Selling

The “Consultative Selling” skills workshop is for teams who want to work in partnership with their customers and clients, understanding and matching customers' needs, and offering a consultative solution.


The sales team will learn to focus on selling “added value”, not the old-fashioned price sell.

Summary

Details:

Duration & Attendees

2 DAYS


Who should attend?

Sales personnel and business managers who have face-to-face contact with customers should consider this course to improve theri skills.

Agenda

• 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

o Identify all their current and as yet unknown needs

o 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

o Handing the price objection!

o Identifying the types of response

o Handling that response

• Buying signals  – verbal and non-verbal

• Gaining commitment

• Post call – the after sales care


PERSONAL ACTION PLAN


For more on this, or any other course...

call us at 01353 669021 or click contact to book your free consultation.