Consultative Selling Training

consultative selling techniques2 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you.
Introduction to Selling
Essential Sales Skills
Advanced Sales Skills

Course Overview:

Professional consultative selling is the most effective way of achieving success in the modern business world. Spearhead Training has invested heavily to develop this leading course. Salespeople will be transformed in their approach and develop their full potential during this programme. There are numerous exercises including tutor feedback and each delegate leaves the course with a plan of how they will implement consultative selling relevant to their own situation.

Programme Contents

Consultative selling process
Identify the potential
Justify the need to the client: the consultative approach
Gaining a picture of overall situation
Identifying the nature of the need
Build need awareness: the Spearhead Training WIN-CLIENT Model.
Increasing the effects of needs/problems
Linking features & benefits to the needs identified
Presenting the solution
Trial closing
Identifying buying signals
Providing sufficient evidence in order to ease the decision making process
Clear reasons to go ahead
Gaining commitment throughout the sales process
Closing sales using consultative selling techniques