What are the benefits of implementing Consultative Selling?
Increased Sales & Profitability
Consultative Selling is a solution-based selling process. This means that your pitches are tailored to meet the exact requirements of your customers, resulting in a higher closing ratio.
Improved Long-Term Customer Relationships
This style of selling establishes trust and rapport with your customers, so that you can build thriving business relationships.
A Fresh, Effective Approach to your Sales Process
Consultative selling is a different way to sell. Beginning with effective listening, you create a detailed description of what the customer needs before making your pitch.
Higher Quality Sales Calls and Meetings
Through employing consultative selling methods, you build a stronger sales pipeline, engaging customers who want to speak with you.
What is covered on this Consultative Selling Skills Course?
Module 1: Preparing for Success
Understand the role of professional sales in today's economy
Define the selling process
Prepare for the sales call
Evaluate selling skills and establish meaningful objectives for your training
Module 2: Building Rapport
Understand and apply a proven selling process to create partnerships
Learn how to make customers eager to talk with you
Establish immediate credibility to build alignment with customers
Learn effective networking techniques
Module 3: Generating Interest and Identifying Needs
Generate initial interest
Uncover and appeal to different customer interests
Use powerful open questions to get the information you need
Widen the customer expectation gap to create interest
Find out the primary buying motive
Module 4: Providing Solutions
Steps to present solutions
Find out facts and benefits of your product
Define FABs, USPs, UPBs and AIDA
Use evidence and make an evidence book
Present solutions that are persuasive and convincing
Module 5: Appealing to Motive and Gaining Commitment
Evaluate customers to move the sale forward
Use "Language Movie" to engage the customer's emotions
6 ways to ask for the sale with confidence
Module 6: Resolving Objectives
Find points of agreement to lower customer resistance
Learn special processes to resolve objections
Ask the right questions to uncover hidden objections
Module 7: Uncovering Opportunities
Explore existing accounts
Prospect for results to fill your sales pipeline
Create a referral network of champions who bring business to you
Module 8: Mastering the Selling Process
Tie the sales process together
Build on the successes you have experienced in this programme
Develop a motivating personal vision to ensure higher levels of sales success
Consultative Selling Skills: Course Objectives
Upon completing this Consultative Selling Skills Course, you will:
Understand the definition and concepts of Consultative Selling.
Become confident in the 6 Steps of Consultative Selling.
Master a Consultative Selling Process to accelerate the sales cycle.
Learn the psychological tools and techniques of successful selling.
Develop a consistently positive attitude to generate predictable sales results.
Who Attends the Consultative Selling Skills Course?
Our Consultative Selling Skills Course is available for in-company training.
This is a perfect way to deliver a focused skill-set to your team. We can customise the course to fit the processes, goals and challenges specific to your business.
Consultative Selling Skills training will benefit:
- Business Owners & Directors
- Account Managers & Executives
- Sales Consultants
- Sales Representatives
- Business Development Personnel