Consultative Selling Skills

Consultative Selling Skills

Researching and understanding client problems, turning them into needs and then providing tailored programmes is central to consultative selling. This focus on the client as opposed to the product can help foster long-term relationships. This, in turn, results in improved sales performance and a reduction in the cost of sales.

This programme will focus on the essential selling skills to grow and win profitable business.

Who should attend?

Those sales people who need to improve their consultative approach to selling.

Business benefits

• You and your team members:
• Gain an understanding of the buying and consultative selling processes
• Devise a structured approach to making contacts
• Learn how to gain commitment from customers and develop relationships
• Discover how to compete on value not price
• Overcome objections confidently to gain commitment

Programme objectives

• To identify key skills and attitudes to develop a consultative approach to selling
• To build confidence in talking about and relating to customers’ needs
• To provide a structured sales approach
• To demonstrate how long-term sales can be developed by delivering excellent service

Programme focus

• Understanding corporate cultures
• Identifying prospects and business opportunities
• Developing your USP's
• Understanding your competitors – strengths and weaknesses
• Handling competitive threats
• Opening the sale
• Questioning and listening techniques
• Building rapport, trust and commitment
• Understanding decision-making criteria
• The buying process
• The Needs Continuum
• Prospect Qualification
• Probing customers’ needs
• Understanding objections
• Gaining commitment
• Negotiating and closing the sale