Consultive Selling

This programme is designed for those in a client facing role who wish to develop their skills past the level of normal customer sales, account management or project presentation levels. Delegates will explore in great detail the skills, formulas and attitude required to be even more successful by adopting a consultative approach to customer interface.

Course Overview:

• Defining consultative selling
• The 70 / 30 law ~ Listening V's talking
• Accessing the client
  • The 7 step model
• The 4 key actions - an explanation of the model
  • Reveal / Relate / Reassure / Reshape
• Action One: Revealing
  • Exploring the client strategy
• Action Two: Relate
  • Providing a tailored solution
• Action Three: Reassure
  • Reframing resistance as an opportunity
• Action Four: Reshape
  • Negotiating the proposition