Consultative Selling Training Course
Our one day Consultative Selling training course will show you how to increase both business to business and business to consumer sales by taking a more consultative approach to selling.
This consultative selling training course will provide those that attend with a toolbox of effective business to business selling techniques. It aims to provide approaches to build long term relationships with customers by avoiding ‘hard sell’ and instead pushes towards finding out about the customer’s needs through effective conversations.
Those who attend this Consultative Selling Training Course will:
- Be able to build rapport with customers or clients
- Know the right questions to ask to fully understand the customer or client’s needs without putting on any pressure
- Be able to check they have the right information from the customer or client
- Be able to match products and services to the customer or client using the information they have gathered
- Be able to influence effectively
- Know how to stand out from their competitors
Here’s what we cover in our Consultative Selling Training Course:
What is Consultative Selling?
- Difference between a normal sales approach and consultative selling
- Beliefs about selling
- How will buyers respond to consultative selling?
Preparing for the Sales Meeting
- Researching the organisation and person/people you are meeting
- What do your customers or clients need or want? What are they buying?
- Preparing yourself for the meeting
Understanding Needs
- First impressions count
- How to generate conversation to establish customer needs
- Controlling the conversation
- Gathering the right information
The Sales Process
- A structure to follow to help the conversation along
- Moving into the sale
The Skills
- Effective questioning
- Listening
- Body language, tone of voice and choosing the right words
Matching Your Products and Services
- Matching the features and benefits of your products to the information gathered
- Ensure it doesn’t feel like a sale at this point
- Making it feel as though the product/service is just what they are looking for
Closing
- Moving from conversation to closing sale
Download a copy of the Online Consultative Selling course overview by clicking here
I would highly recommend Revolution Learning and Development’s Consultative Selling Training Course. David adapted the course to suite our business and the different objections that we receive. All Read More
-Sarah Johnston – 14th May 2018 – Consultative Selling Training Course
