Consultative Selling Skills
Whether they are selling products or services, sales professionals inevitably face tougher and increasing competition in today’s market. It is no longer enough to just have a great product and deliver a persuasive presentation on the features and benefits you offer. These days, selling is not just about convincing the customer to buy your product. Instead, you must learn to function as an expert consultant who has the skills and patience to first identify what the customer really needs and wants, and then help him obtain it. This programme teaches the process of translating problems into needs that can be satisfied by a carefully crafted solution. The ability to do this separates a great sales professional from a good one.

Key Benefits
At the end of the programme, participants should be able to:
• Understand the difference between consultative selling and other common sales approaches
• Reduce your sales cycle duration by discovering and eliminating unnecessary sales activities.
• Demonstrate techniques on bringing value to customers and prospects using consultative tactics and strategies
• Gain important insights into the customer's and prospect's decision-making process and mind-set
• Synchronise sales tactics and techniques with customers’ buying style and help them to make buying decisions
• Utilise the right sales strategy and tools to provide solutions for different customers and situations
Course Content
• The Consultative Sales Process
• Principles of Consultative Selling
• Identifying Consultative Sales Situations
• Power of Pre Call Planning In Consultative Selling
• Consultative Selling Toolkit
• Moving From Selling Strategies To Buying Strategies - Beyond Transactional Selling
• Understand How Different Buyer Needs And Behaviour Types Influence The Sales Process
• Recognise the Factors that Affect Buyer Behaviour in the Consultative Sales Process
• Building Value Through The Consultative Sales Process - Identify Opportunities To Add Value
• Questioning And Interviewing Techniques To Determine Buyer Attitudes, Situations and Priorities
• Determining Needs And Directing Benefits To Meet The Customer's Situation
• The Right Techniques To Communicating Value and Recommended Solutions
• Consultative Selling Tools that Influence Closing - Right Ideas and Words to Add Exceptional Value
• Creative Solutions and Options To Get Customers' Commitment - The "Close" 

Learning Methodology
This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.

Who Should Attend
Sales Professionals, Sales Engineers, Consultants selling professional services or solutions, Entrepreneurs, Sales & Business Development Managers and Marketing Executives.

Course Details

Duration: 2 days (14 hrs)
Time: 9am - 5pm

(Available as a customised in-company programme only.)