Consultative
Selling
Igniting your power to sell!
Who is it for?
The “Consultative Selling” skills workshop is for teams who want to work in partnership with their customers and clients, understanding and matching customers needs, and offering a consultative solution. The sales team focus on selling “added value”, and not the old fashioned price sell.
2 Days
Classroom or Online
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
Additional information...
This course is highly interactive, with a lot of role plays utilising everyday products, but ending up with your own companies’ product sale. It’s a great course to really understand the buyers needs and how to sell even more! Even the most experienced sales person can benefit from this course.
This is a 2 day sesson which can be split as 2 x one day courses with a 4 week gap and includes a quiz at the start of day 2 to ensure part 1 is fully understood.
Some other courses, workshops and activities to consider...
Location
Based in the East of England, serving the whole of the UK
Phone
01353 669021
info@vitalsparkconsultancy.co.uk
