Agenda

2 days consultative selling workshop for face-to-face sales teams.

·        Objectives of Consultative Selling workshop

·        Icebreaker

·        Brainstorming:  what makes an excellent consultative seller?

·        Case studies from outside of your own industry – good and bad

·        Consultative selling  – what do we mean?

·        Consultative selling strategy model

·        3 elements of the consultative sales person

·        Consultative probing skills

Identify all their current and as yet unknown needs

Match needs to the benefits of your product/service to solve their problem

·        Listening skills  – a whole new level!

·        Selling added value Model

·        Understanding your buyer “behaviours that impress, or bother the buyer”

·        Identify your own importance model

·        Understand the buyer pressure points

·        Understand the physiological reasons people buy

·        Understand your own selling style

·        Adapt your style to your customer

·        Handling responses

Handing the price objection!

Identifying the types of response

Handling that response

·        Buying signals  – verbal and non-verbal

·        Gaining commitment

·        Post call – the after sale care

·        Action plan

Some other courses, workshops and activities to consider...