Consultative Selling Training Course
Duration
2 Days
What is this course about?
The modern effective sales person needs to fulfil a variety of roles. By using in-depth questioning and influencing techniques to uncover specific needs, you will be building effective relationships and demonstrating commitment to the buyer's interest. The programme looks at how to address these issues and form longer term partnering relationships.
Who would benefit?
For sales and account managers who need to adopt a consultative approach to new business and client retention.
Objectives
At the end of the workshop, delegates will be able to:
- Understand the difference between consultative and other approaches to selling
- Understand the different stages of the decision making cycle
- Gain client's confidence
- Gain and retain profitable business
Key topics covered
1. The vital role of the sales person
- What makes a true professional sales person
- What is selling?
- Why people buy
2. The decision making cycle
- The stages of decision making
- How to adopt your approach
3. How to identify the decision makers
- Getting through to the right person
- Identifying the decision maker
- Understanding the D.M.U
4. The correct use of questioning skills
- Identifying client's needs
- How to probe fully
- Type of questions to ask
- Finding a target
- Effective listening
5. Presenting your case to match client's needs
- Matching client's needs
- How best to present the benefits
- Listing your company's features and benefits
6. Personality styles
- Understanding your personality style
- How to match the various styles of the client
7. Quoting your price
- How best to quote your price
- How to overcome 'too expensive'
8. Closing the sale
- Bringing it to a conclusion
- Gaining an agreement
- Overcoming objections
9. Practical sessions
- Exercises to consolidate learning
- Producing personal action plan
