Consultative Selling Skills

The days of 'feature advantage benefit' selling are no more. Buyers are more sophisticated and sales people need to adapt to form stronger relationships. By finding out what your clients truly want, this course will help you form relationships, built on trust and credibility.

• Understand the different stages of sales and decision making and the key elements of the consultative sales approach
• Fully understand the client's needs and challenges, how their business operates and develop trust
• Deliver value propositions based on clients' business drivers and needs

Sales and account managers who are involved in complex sales solutions and services. This course is also suitable for sales executives moving into a consultative role.

You will learn:

• Definine consultative selling vs. other types of selling
• The different stages of the sales and decision making cycle
• Territory planning and research techniques, identify key decision makers
• The importance of influencing – internally and externally, influencing and negotiation skills
• Advanced questioning skills – how to uncover the real need and all the client’s needs and how important this is, explicit needs vs. implicit needs
• Build relationships with your clients – win-win partnerships
• Present your case with impact
• Use trading currencies