Consultative Selling - Sales Skills

Consultative Selling - Sales Skills

Details
 
Max number of participants: 8
Duration: 1 day
Available as: In-company course
 
 
Benefits
 
• Use the consultative selling approach effortlessly
• Start well and keep the momentum going
• Build rapport with ease and gain your prospect’s trust
• Really understand your clients’ business using powerful questions and active listening
• Get to grips with their business drivers
• Use an effective sales structure to keep you on track
• Quickly detect and act upon buying signals
• Acquire techniques for handling objections
• Deliver what your client wants and close the sale
 
 
Course Outline
 
What is consultative selling?
• What consultative selling is and why it’s more effective than other approaches
• Qualities and mindset of great consultative salespeople
 
What to do before the sales meeting
• Gathering information and clarifying your outcome
• ‘Traffic Lights’ – how to evaluate an effective meeting
 
Making the first five minutes count
• The Connect and Set technique –  build rapport and gain client commitment throughout the meeting
 
Improve your questioning and listening
• Probing to gain deeper insights into the prospect’s or client’s situation and keep the conversation flowing
• Being present and developing active listening skills
• How to assess where you are in the sales process
 
Harness the power of ‘gap’ analysis
• Identifying and amplifying the gap between where they are and where they want to be
• Getting the prospect to feel ‘pain’ at the thought of not having their needs met
 
Recognising buying signals
• Reading the other person and picking up buying signals
 
Overcoming objections
• Viewing objections as buying signals
• The Objection Handling Loop
 
Closing the sale
• Why people sometimes find closing daunting
• Traps to avoid, such as closing too early
• Closing techniques – the ‘next steps’, ‘alternative’, ‘puppy dog’, ‘sharp angle’ and ‘direct’ closes