Consultative Selling Training Course

Course Aims

This Consultative Selling training course will provide you with a toolbox of effective business to business and business to consumer 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.

Course Objectives

By attending this Consultative Selling Training Course you 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 you have the right information from the customer or client
• Be able to match products and services to the customer or client using the information you have gathered
• Be able to influence effectively
• Know how to stand out from your competitors

Course Content

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

Who Should Attend our Consultative Selling Training Course?

This consultative selling skills training course is for anyone who is looking for ways to sell more in their business and generate loyalty through long term relationships

If you want to:

• Know how to sell in a more consultative way
• Increase the chances your prospects will buy from you
• Create a more positive sales experience for your customers
• Reduce resistance and objections when selling
• Motivate your customers to buy
• Have a better approach to selling

Then this consultative selling course is for you.

The course is suitable for people of all levels and in all roles and industries.

Online Training Courses

A 1 day online live virtual training course with one of our highly experienced sales skills trainers. You also get:

• A highly interactive online experience
• Access to MyRevolution Learning to retain access to your materials and stay in touch with your trainer
• A digital copy of the course materials from the course
• A digital course certificate

In-Person & Online In-House

A 1 day training course with one of our highly experienced trainers at your location or online. You also get

• Course materials for each delegate to take away
• A course certificate
• Reporting on delegate evaluation
• Access to MyRevolution Learning to retain access to your materials and stay in touch with your trainer

Consultative selling is a sales approach where questions and conversations are used to find out as much about potential prospects as possible. This information is then used to highlight how products and services that your business offer can help, support and add value for the customer. The sales person becomes a consultant and looks for ways to offer solutions.

Both. The skills and approaches can be used in both scenarios.

That would be telling!. We cover some examples of common sales approaches, but the session is build around our own model that we created and spend years honing to make it easy to use and deliver results.

Yes. We have lots of articles about sales and selling in the seales and selling section of our blog.