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Consultative Selling
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
