Consultative Sales
Training
In Warwick
Consultative Sales are the highest quality sales!
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Type
Training
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Level
Intermediate
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Methodology
Inhouse
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Location
Warwick
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Duration
2 Days
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Start date
Different dates available
Do you think your sales persons need a push to learn how to sell aptly? We offer this in-house course to help your company to succeed and have better results.
This consultative selling training course is ideal for those wishing to improve their sales skills and long term customer relationships when selling business-to-business (B2B) services or high value consumer goods and services. This in-house training can be delivered as two consecutive days, or works very well delivered over two separate days with time for application in-between the training. Over the course of two days, you will able to sell to client needs and develop long-term relationships, improving the quality of conversations and building your trusted advisor status (leading into Eskil's Key Account Management training). In addition to this, we run an optional 3rd day on Sales Emotional Intelligence.
Facilities
Location
Start date
Start date
About this course
The primary objectives are to provide your sales professionals with a range of sales tools and techniques wrapped within the Eskil B2B Sales Canvas that allow them to adopt a confident consultative selling approach. By the end of this two-day training course, the participants will have:
Tools to build rapport with others to a deeper level; developed active listening skills to ensure that they have all the information they need; Identified the right questions to progress the sale; Learnt to probe and para-phrase; Identified how to strengthen existing relationships as well as develop new ones; Sold the whole package that they offer and identified what they do differently to their competitors; Learnt to be the Sales Conductor, working with colleagues across the business to develop compelling sales solutions; Improved bid / no-bid
Eskil's Consultative Selling course is ideal for those wishing to improve their sales skills and long term customer relationships when selling B2B. This has been delivered to all levels within a sales team as well as business / management consultants.
The aim of this course is to give the client an ROI during the workshop - by working on 'live' opportunities, the Sales Professional will identify ways to progress a current opportunity.
We use the Eskil B2B Sales Canvas as a template for the Sales Professional as they look strategically at a sales opportunity. The course can be delivered in over 10 languages including English, Croatian, French, German, Spanish, Portuguese, Arabic and Mandarin.
Our facilitators have come together to build a simple-to-apply approach based on a number of different theories including the Miller Heiman process, Trusted Advisor Status, Challenger Sales, and the TGROW elements of performance coaching.
Reviews
This centre's achievements
All courses are up to date
The average rating is higher than 3.7
More than 50 reviews in the last 12 months
This centre has featured on Emagister for 7 years
Subjects
- Sales
- B2b
- Consulting
- Sales Process
- Sales Training
- Sales Strategy
- Corporate Sales
- Listening Skills
- Selling Skill
- Sales Techniques
Teachers and trainers (5)
Elias Fikany
Director - Middle East
Having worked with Eskil since 2011, Elias has been a Director of Eskil Executive Learning & Development since 2012. MBA-educated and fluent in Arabic, English and French, Elias leads on the delivery of our Leadership short courses as well as many of our Corporate Effectiveness short courses (including performance, communications, conflict and change).
Gaby Saghbini
Director - Middle East
Having worked with Eskil since 2011, Gaby has been a Director of Eskil Executive Learning & Development since 2012. MBA-educated and fluent in Arabic, English and French, Gaby leads on the delivery of our Leadership short courses as well as many of our Corporate Effectiveness short courses (including performance, communications, conflict and change).
Marie-Agnes Delvaux
Facilitator
Marie-Agnes Delvaux, is a consultant, coach and facilitator with Eskil with over 25 years’ solid ‘hands-on’ experience in the business world. She has extensive grounding in working locally and internationally as well as in multi-cultural environments. She has set up ambitious projects in France, Spain, Italy and US. As she identifies with the American approach to behavioral change, she has followed a coaching program given by Jack Canfield. Fluent in English, French, Spanish
Neil Fogarty
Managing Director
Neil Fogarty is a business writer, international speaker and advisor with clients four continents. As Managing Director of the international business consultancy, Eskil, he is a published business writer and blogger, and also contributes articles to Virgin Group. A visiting lecturer in both entrepreneurship and leadership with ESLSCA Business School, Neil is a Principal Practitioner Member of the Association of Business Psychology, a member of the Organisational Behaviour Management Network as well as a Master Practitioner in assessing Emotional Capability.
Robin Sinclair
Facilitator
With an extensive background in industry, Robin Sinclair has over 20 years’ experience as an independent consultant. He is considered to be an enthusiastic and energetic Coach and Facilitator with a track record of delivering engaging sessions to all levels of Manager and Director. Focusing on behavioural change and improvement he uses storytelling to illustrate messages and links sessions to concepts like 7 Habits, Myers Briggs and Emotional Intelligence.
Course programme
All modules include hands-on exercises and open discussions as we facilitate peer-learning, help to build your internal networks and put everything explored into context.
Materials
- Workbook
- Exercise Book
- Consultative Selling Slide Deck
- Eskil B2B Sales Canvas
DAY ONE
Welcome, Introductions, Objectives
Introducing Consultative Sales
- What is selling? Beliefs about selling
- Who are you selling to?
- What do buyers want?
- Qualifying the client
- The consultative sales process
- Mapping your target client
- Understanding your offering
- Primary Networks
- Secondary Networks and introductions
- Scanning the horizon
- Communications & Pyschology styles
- Barriers to listening
- Active Listening
- Open Questions
- Meta Questions
- Summary & Paraphrase
Fishbowl
- Sponsors & Stakeholders in discussion
DAY TWO
Recap, Focus : Refocus
Fishbowl
- Putting your consultative selling skills into practise
- Setting the headline
- Sales Stakeholders
- Managing Our Position
- Reflective Thinking
- The Win-Win
- Client motivators
- TGROW
- Actions & DRI
DAY THREE (Optional)Sales Emotional Intelligence
- The 10 aspects of EI
- The Application of EI in your Sales
- Your personal EI Assessment & Feedback
- 360-degree EI
Consultative Sales