Consultative Selling

Consultative Selling

Have you mastered the basics of selling and want to take your skills to the next level? Using the consultative selling approach will help you close more sales and particularly the larger deals. The key to success in achieving larger sales is knowledge and the best way to acquire knowledge is to ask questions. When a buyer realizes that you really want to understand their needs and that you are knowledgeable in your field you will be in a strong position when it is time to close the sale. A consultative selling approach is used by many different types of businesses, both on the telephone and face to face, to position them as experts in their field and achieve higher value sales.

What you will learn:

• The key differences and benefits of using consultative selling
• An insight into buyer behavior and influences that effect their decisions
• How to develop a consultative sales approach for your situation
• The importance of questioning, listening and conversational skills when using a consultative selling approach
• How to address buyers concerns and remove the barriers perceived by the buyer
• The most effective ways to close when using a consultative selling approach

About this workshop

• This workshop will involve you in a mixture of interactive exercises and discussion. There will be opportunities to practice your new skills through role playing exercises in a supportive atmosphere
• Our trainers are experts in their topic and deliver courses in a practical, interactive style
• The maximum number of people on a training course is 12 so that the trainer can accommodate the learning needs of each delegate

Is this the right course for me?
Yes, if you want to improve your sales skills both on the telephone and face to face.

Facilitator - Your Trainer

Laura has worked with many businesses and sales teams helping them develop their sales skills and improve results. She delivers training in a practical, interactive style and encourages participants to consider how they can use best practice tools and techniques back at their workplace. Her approach to successful selling is firmly based on putting the customer first and ensuring that selling is an integral part of the service provided to customers. Laura has a background in sales, branding, marketing and managing key accounts. She has gained great experience through her various roles within global organisation such as Diageo, Rolls Royce and Bacardi Brown Foreman Brands as well as providing training support to many small and medium sized businesses.

Level
Introductory to Intermediate

Duration
3 hours

Support available
If your business is located in the West of Scotland you may be eligible for a grant of up to 50% of the cost of participating in these courses. There are a number of places available which are reserved for businesses with less than 250 employees and companies must meet certain eligibility criteria.