Consultative Selling Skills

Designed for salespeople who work on a consultative basis, this workshop will help you to collaborate with decision-makers to identify the needs of the customer, rather than making the product the focal point of the sale.

This approach focuses on strategic questioning and probing to establish credibility with the client and build rapport – so you can provide solutions that ultimately lead to sales.

Booking info:

·       1 day

·       £230+VAT

·       9.30am-4.30pm

·       Manchester

Introduction

This one-day course is designed to assist consultative sales professionals in building stronger long-term relationships with their customers and realising the full potential of that partnership through key account management. 

After attending the workshop, you’ll be able to:

  • Be clear about what defines a ‘key account’ and stick to that
  • Explore techniques to get high-level ‘buy in’
  • SWOT analysis and unique advantages
  • Develop a sales strategy
  • Research the customer profile to maximise business
  • Plan and prepare customer contact
  • Communicate assertively
  • Establish explicit needs
  • Build profitable partnerships
  • Create effective proposals
  • Improve your presentation skills – positioning and focusing on real needs
  • Appeal to different decision-making styles
  • Hold productive meetings
  • Agree a future strategy
Why attend

Learn how to build strong relationships with customers and clients, and find out how you can work better as a consultative salesperson.

This course would be suitable for account managers and consultative sales associate/advisor and executives.

Features and benefits

This one day course is designed to assist consultative sales professionals in building stronger long term relationships with their customers and realising the full potential of that partnership through key account management. You will learn about:

  • Diagnostic techniques for consultative selling: The workshop explores a consultative sales model that shows you how clever observation, subtle questioning and active listening can help you gain vital information and keep you closer to your customer.
  • Relationship Management: Consultative sales professionals continually review their relationship with customers, reflecting changes in what is important to them. Be clear about the potential of each client, use your time wisely and build this into your sales strategy.
  • Advanced sales communications: This focuses on the importance of personal presentation, body language and personality when building a strong rapport and managing relationships. From designing and presenting solutions, to advanced positioning of key messages to gain commitment by using the right ‘closing’ style, we’ll help you to get the most from your clients.
  • Acquire the secrets of ‘social-style’ selling: Customers vary in terms of their personality, communication style, behaviour, thought processes and approaches to making a decision. Consultative sales professionals understand the customer’s social style and adapt their sales approach accordingly.
Further training

If you’d like to improve your business’ sales figures, you might also be interested in the following courses:

Find out more:

Diagnostic techniques for consultative selling

The workshop explores a consultative sales model from initial contact to established account that shows you how clever observation, subtle questioning and active listening can help you gain vital information and keep you closer to your customer.

Your role requires (a broad range of skills, including financial, consultative, planning, interpersonal and influencing skills) – hone into and develop your skills.

Prioritise your Relationship Management

Prioritise your Relationship Management - Benchmark and Build

Your key accounts should not be static over time, instead, you should keep them refreshed. Move new key accounts in and former key accounts out if they no longer match up to your definition. Consultative sales professionals continually review their relationship with customers, reflecting changes in what is important to them. Be clear about the potential of each client, use your time wisely and build this into your sales strategy.

Advanced sales communications

The importance of personal presentation, body language and personality when building a strong rapport and manage relationships.

From designing and presenting solutions, solving problems that are client centred to advanced positioning of key messages to gain commitment by using the right ‘closing’ style.

Acquire the secrets of ‘social-style’ selling

Customers vary with respect to their personality, communication style, behaviour, thought processes and approaches to making a decision.  Consultative sales professionals understand the customer’s social style and adapt their sales approach accordingly to be in a stronger position to increase their chances of a successful outcome.

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