Selling Consulting Services - One to One
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I must say that the course is good and I feel glad to have participated.
← | →
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This sales course seemed to be very useful to me. Its greatly interactive and has a lot teach. I pesonally like the sessions of sales negotiation, psychology of persuasion and a few more like handling of QQA, MEDDICC. Overall I felt it to be the best sales course I have ever attended.
← | →
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The course seemed great interest to me. It was more than my expectations. Overall I felt a great understanding over the subject and feels confident.
← | →
Training
Blended
Description
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Type
Training
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Level
Advanced
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Methodology
Blended
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Duration
Flexible
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Start date
Different dates available
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Online campus
Yes
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Delivery of study materials
Yes
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Support service
Yes
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Personal tutor
Yes
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Virtual classes
Yes
Selling consulting services or other intangibles presents an additional set of obstacles.
You can't touch a consulting service, you can't photograph it, and you can't record it in your books as an asset. You can't even sell it on when it is no more use to you.
Selling consulting services is very different from selling products that take up space and have a tangible presence.
In this unique programme, learn how to sell the most valuable thing in the universe, know-how.
Facilities
Location
Start date
Start date
About this course
Course objectives:
- Get started without making cold calls.
- Demonstrate expertise without giving up the know-how.
- Speed up the process of developing trust.
- Cause people to talk about their real issues.
- Establish the value of intangible services.
- Know if a customer will pay your price.
- Gain access to all of the decision influencers.
- Influence commitment to making a decision.
- Have customers sell themselves.
- Turn a sale into a collaboration.
- Reduce or eliminate outcome uncertainty.
Consultants, engineers, scientists, and technical staff who need to sell services or know-how based solutions will learn how to become comfortable in selling situations. Salespeople used to selling tangible products who now have to sell less well defined solutions, will learn how to adjust their approach and bridge the gap.
SalesSense course completion certificate.
Unique aspects of this course:
- The practical nature of the guidance.
- Unlimited one-to-one coaching.
- Career long support.
- Includes self-led study materials.
- Blended course.
When you request information, you will receive the course data sheet and an invitation to speak with the course author or the coach who will lead you through the material. If you have provided a telephone number, we will call you to answer any questions and share more about the content.
Yes, there are two lower cost individual delivery options:
1. Materials with Email Support - View and download the course presentations, tools, templates, and other resources. Study the materials and complete the exercises as desired. Email your nominated coach with any questions. Most support requests are answered within a couple of hours. Answers are guaranteed within two business days. £95 + applicable VAT. There is a 4 week lead time for this option.
2. Self Led with Telephone Support - View and download the course presentation, tools, templates, and other resources. Study the materials and complete the exercises as desired. Arrange calls with your nominated coach to ask questions. Calls are be scheduled by email or text. £395 + applicable VAT. There is a 4 week lead time for this option.
Yes, there are two group delivery options:
1. Programme materials and one 90 minute group coaching session for up to 5 people - Participants gain access to the course presentations, tools, templates, and other resources. Key elements of the content are presented in a virtual classroom group coaching session. The session is scheduled to suit participant needs. £695 plus VAT. There is a 4 week lead time for this option.
Further group coaching sessions can be arranged as needed. £350 plus applicable VAT.
2. Traditional Classroom - The programme delivery takes place over one or more days at a conference venue or at the customers offices. This is effective for three or more participants. Contact us for fees.
Yes, each session is led by your appointed sales coach. Sessions can be by telephone but usually we use an online virtual meeting space such as Skype.
Reviews
-
I must say that the course is good and I feel glad to have participated.
← | →
-
This sales course seemed to be very useful to me. Its greatly interactive and has a lot teach. I pesonally like the sessions of sales negotiation, psychology of persuasion and a few more like handling of QQA, MEDDICC. Overall I felt it to be the best sales course I have ever attended.
← | →
-
The course seemed great interest to me. It was more than my expectations. Overall I felt a great understanding over the subject and feels confident.
← | →
Course rating
Recommended
Centre rating
Student Reviewer
Student Reviewer
Student Reviewer
Student Reviewer
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 15 years
Subjects
- Selling Consulting
- Consultative Sales Method
- Consultative Selling
- Consultative Selling Approach
- Consultative Selling Skills
- Consultative Sales Training
- Sales Training for Consultants
- Selling Consulting Services
- Blended Sales Training
- Consultative Selling Course
- Sales
- Sales Training
- Skills for selling
Teachers and trainers (1)
Clive Miller
Managing Partner
Achieving sales targets has been the focus of Clive’s working life. His sales career began in 1977. Over the last thirty years he has sold the products, services, and solutions of Intel, DEC, IBM, Sun Microsystems, and SGi. He is the author of most SalesSense training material and writes about selling for magazines and newsletters. From the launch of SalesSense in 1996, Clive has directed the company’s development. As a consultant, sales trainer, speaker, and coach, he has helped hundreds of companies and thousands of people increase their sales success.
Course programme
Course Content
Never make another cold call
Learn how to leverage the alternatives to cold calling for new business prospecting
Choose the right opportunities
Save precious time by identifying and eliminating opportunities that won’t happen, or you can’t win, or won’t be worthwhile, early in the sales cycle
It has no substance
Five things you must do differently to sell consulting services
Cross the trust barrier fast
Learn nine ways to help a customer feel confident that you are trustworthy
Consultative Selling
Find out how it differs from solution selling and traditional sales methods
Create a sales collaboration
Acquire techniques that cut through any ‘them and us’ mentality to establish a side by side working relationship with prospects
Establish a sales process agreement
Use this method to agree the step-by-step progress through a sales engagement.
Prove your Value
Study four distinct methods that increase credibility and belief in your expertise
Executive Survey
Discover the answers given by senior executives when asked about sales behaviour and develop your own unique means to exhibit it
Find overlooked treasure
Five things you can do immediately to get more sales without selling
Market your value
How to evaluate ten options and calculate your sales productivity index for each
Get more referrals
Learn eight ways to set up sales referral systems that work.
Selling Consulting Services - One to One