Consultative Selling

This course is designed to improve sales skills to allow for greater sales success and professional client relationships. Day 1 will focus on the sales structure and refining skills and Day 2 will focus on polishing account management skills.

Course objectives/key benefits:

• Delegates will be able to review their understanding of what really good selling is by
• Reviewing the sales structure and considering what communication methods to use most effectively at different stages of the process.
• Getting a deeper understanding of good account management and building an on-going dialogue with their clients.
• Being focused and targeted about how to focus their time to get the best results.

Each person will leave the course with a sales strategy to action.

Who the course is aimed at:

Sales people who would like to refine their skills and take a more consultative approach to their selling style.

Course content:

Day 1

• What is selling and buying
• The principles behind selling consultatively
• The stages of selling including: Preparation, Introduction, Questioning, Presentation, Objections, Closing, Follow up and Review
• USPs and FABs
• Communication methods: Phone calls, E-mails, Face to face meetings, Networking, Social Media

Day 2

• Building your territory
• Customer relationship management systems(CRMs): Customer history and data, Planning, Analysis
• Focusing your time in the right way
• Working with our clients – Rapport Building
• The importance of testimonials
• Your sales strategy