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Sales Training CourseA 2 day Consultative Selling Course that is tailored to your business and designed to educate your business development people NOT to sell. Instead the aim should be to uncover and demonstrate an understanding of the client's needs and then present an appropriate solution, which solves their issues, challenges and concerns.
This Consultative Selling program equips the participants with the capacity to walk alongside the client leading them as a trusted counsel; improves listening skills; minimises misunderstandings through better languaging; builds systematic control of the direction of the sales conversation; increases the potency of solutions presented;(see also Presentation Skills Training) and reduces the risk of not discovering all the relevant data.
Participants will re-build the foundations of their existing sales process,(See also our Sales Leadership Training) keeping the best practices and discarding the rest, then recognise and learn sophisticated listening and questioning skills. Having built a kit of artful questions they'll discover a straightforward five step process to manage the sales conversation and apply it in a series of practice sessions in small supportive groups,
As a consequence of attending the Consultative Selling Workshop participants will develop a conversational style of interaction with customers allowing them to establish high levels of rapport and trust to the point where their recommendations are not only accepted, they're implemented. It will help them achieve improved new business and repeat sales, and maximise the return on their selling time.
Sales Managers; Sales Representatives; Account & Territory Managers; Internal Sales Consultants; and any staff in the front-line of client interaction.
2 days
Activity Based Selling
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