Consultative Selling Skills Course
Consultative selling is a needs-based selling approach that focuses on building a relationship with a prospect or customer. It focusses on identifying a solutions-based approach to their challenges through open-ended questions and active listening.
This consultative selling skills course enables participants to develop the skills, attitudes, behaviours and confidence to enable them to clearly identify clients’ needs and develop long-term, repeat relationships.
This high impact course focuses a sales person to work in partnership with their customers to explore and identify customer issues and needs, helping customers make an informed decision that not only solves problems but also adds value. It also explores the reasons why customers buy and more importantly why they should buy from you.
This course allows you to step into new and existing customers’ environment in order to gain a greater appreciation and understanding their business issues and needs. It also delivers the skills to build a strategy and adapt your sales process and style to support your client’s buying decision and allows them to see you as a resource and problem solver for them, not just a salesperson.
Introduction to consultative selling
- Understanding customer buying decisions
- Researching the customer’s business and refresh on facts and past conversations
- Pre approach and preparing for the customer conversation
Attitude and mindset
- Determining your own attitude
- Reading and learning the customers attitude
- Empathy – putting yourself in their shoes
- Beliefs and behaviours
Rapport and building relationships
- Creating the right first impression
- Building relationships with customers
- The importance of personal presentation, body language and personality
- Assessing the customer’s style and behaviour
- Self-assessment of your own body language and the message it sends
Professional needs analysis
- Analysing the situation and identifying needs
- Having clear objectives and linking questions that invite a conversation
- The 6 step questioning process
- Practicing the questioning flow model
Developing a solution
- Developing and presenting your solution and proposal
- Differentiating your products and service from your competitors by adding value
- Presenting your proposal using persuasion and influencing skills
Handling objections and questions
- Recognising the emotion involved
- Overcoming objections and doubts
- Use of facts and benefits
- Buying and warning signals
- Methods for gaining commitment
- Agreeing the sale
The consultative sales training course will be supported with:
- An participant pre-course ‘milestones for success’ questionnaire to assess current skills and progress areas
- A colour printed workbook setting out process, techniques and case studies with space for personal notes
This course is suitable for:
Suitable for all sales professionals who need to use a consultative sales approach to identify and respond to customers’ needs
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Questions about the Consultative Selling Skills Course
A salesperson who practices consultative selling works towards developing a deeper, nuanced understanding of the buyer’s needs and fulfills those needs with a customised solution. Consultative selling begins with establishing a relationship before moving into discussions about needs and outcomes.
Once the correct information and needs are understood, the salesperson then uses that information to recommend the best possible product (or service) to meet that need. Consultative selling frequently works hand-in-hand with value-added selling, an approach in which a salesperson presents customer-specific benefits related to their product or service
The focus of consultative selling is on value, whereas transactional selling is about the product. In a transactional sale, value lies within the product and price becomes the primary selection criteria. Any salesperson who hears price as an objection is selling transactionally.
Consultative selling is relevant and necessary in today’s selling environment precisely because it provides a foundation for building client trust. Salespeople need to bring new ideas and insights to help clients better understand their business issues and identify the best solution to meet their business goals. However, just bringing those ideas does not mean clients are receptive to the ideas or willing to invest in them. Trust is a necessary ingredient to the client being truly receptive the seller’s ideas and opposing viewpoints. If trust does not take root early on, the salespersons best ideas will remain suspect, and clients will look to other providers whose ideas they trust.
By the end of this course, participants will have:
- Developed a consultative, added value selling model to improve results and generate opportunities
- Learnt how to become more of a resource and problem solver for the customer
- Identified clearly your customer’s needs and offer the ideal solutions through the use of an in depth evaluation process
- Effectively handled buying objections
- Ensured that you deliver both tangible and intangible benefits to your customers
- Develop the skills, behaviours and techniques needed to successfully deliver solutions that win business
- Be aware of client developments and market trends
If you want to move your sales skills and results to the next level and develop a more professional approach, then this is the course for you.
This is a two day course ideally spaced 2 weeks apart to allow for application of skills learned.
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