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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...

“Delighted with the course; highly recommended. Karen is very professional, enthusiastic, and dedicated. The management training programme was informative, interactive and packed with great tips and techniques. It was also a lot of fun and has given me a lot to bring to the workplace.”

Carl Ryan, Office Manager, Eazipay Ltd


 

“I can fully recommend Karen and Vital Sparks. Following both the coaching and leadership courses I attended, I left fully energised, confident and empowered to put my new skills into practice. Karen’s boundless energy and enthusiasm make her courses a joy to attend and a positive and fun learning environment.  Top marks and fully recommended.”

Marketing Manager, Veterinary Pharmaceutical Company


 

“I have no hesitation in recommending Vital Spark. The practical exercises were fun and I’ve benefited greatly from each one. I found the whole course to be very interesting and can now approach my staff with confidence in a way that will work for all. Karen was informative, open and approachable.”

Martin Wenn, Operations Manager, Eazipay Ltd