People Management
- Communication Skills
- Sales Skills
- Time Management
- Team Building
| Our Clients |
|---|
You are here: home 
training course consultative selling skills
Consultative Selling
Course Synopsis
In this in-company run sales training course, you will learn how to sell using consultative selling skills and techniques that will increase your sales effectiveness and business results. You will acquire selling tips and sales techniques that successful selling practitioners adopt in business-to-business relationships.
Target Audience
The course offers training for individuals wishing to improve their consultative selling skills when selling business-to-business services or high value consumer goods.
Course Objectives
- To provide sales tools and techniques that will allow participants to adopt a consultative approach when selling.
- To enable participants to sell to client needs and to develop a long-term relationship.
Programme Topics
- Understanding the characteristics and benefits of a consultative sales approach
- Recognise what makes each client buy
- The seven stage consultative sales model
- Preparing for a sales meeting/contact with a client
- Creating a positive first impression when meeting clients for the first time
- Establishing and building rapport with clients
- Identifying needs and opportunities through effective questioning and listening
- Recognising the buyer's decision-making processes
- The benefit cycle
- Gaining commitment and closing the sale
Methods
- Trainer input
- Individual and small group exercises
- Group discussion
- Role play practice
Quick Contact
Consultative Selling Course
- Duration 2 days
- Available as in-company training only
- For 6 - 12 participants
- Professionally delivered
by MCIPD trainers
| What People Say |
|---|
KSL Training, 4 Water Lane, Greenham, Newbury, Berkshire, RG19 8SS, UK
Tel: +44 (0) 845 224 3971 |