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