Consultative Selling

Who Would Benefit
Sales professionals with a clear understanding of the sales process, wishing to improve their performance suing more sophisticated methods of consultative selling.

Course Description
The delegate will learn the difference between just selling and selling using a consultative approach. This training course is designed for those in a client facing role who wish to develop their skills past the level of normal customer sales, account management or project presentation levels. Delegates will explore in great detail the skills, formulas and attitude required to be even more successful by adopting a consultative approach to customer interface.

CPD Points: 12
Training Course Category: Sales
Training Course Duration: 2 days
Training Course Location: Virtual, online or classroom-based

Learning Outcomes
At the end of this training course the delegate can:

• Demonstrate powerful questioning and listening skills to build rapport
• Discuss how to prepare thoroughly for the client visit
• Match client’s needs with product portfolio
• Explain the consultancy selling process
• Adopt a positive and confident approach when dealing with clients

The Programme Includes:
Defining consultative selling
The 70 / 30 law ~ Listening V’s talking
Accessing the client
The 7 step model
The 4 key actions – an explanation of the model
Reveal / Relate / Reassure / Reshape
Action One: Revealing
Exploring the client strategy
Action Two: Relate
Providing a tailored solution
Action Three: Reassure
Reframing resistance as an opportunity
Action Four: Reshape
Negotiating the proposition



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