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Consultative Selling

Consultative Selling Skills

Consultative Selling Skills

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.

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

 

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What our clients say...

“Training and development of staff is key to the progress of any organisation. Vital Spark has developed bespoke individual training for our team members, which is ensuring that we are able to identify strengths and weaknesses of each team member thereby maximising an individual’s full potential within their natural communications styles.

The personal approach taken by Karen is rare in today’s climate and we are hopeful working long term with Karen on this approach with staff will support our company’s aims and objectives for the future.”

Hayward Medical Communications