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Consultative Selling

Course Synopsis

When selling business-to-business (B2B) services or high-value consumer goods with a view to creating a customer or client relationship that is long-term, a consultative sales approach is appropriate. In our in-company consultative sales training course, you will learn how to adopt a consultative approach to selling with the skills, techniques and processes that will increase your sales effectiveness and business results. You will learn how to develop a relationship with the customer where you are seen as a trusted adviser and someone who will listen and be listened to.

Target Audience

This in-company training is for individuals wishing to improve their consultative selling skills when selling B2B services or high value consumer goods and services. It is applicable for businesses and individuals who are looking to develop customer and client relationships where the long-term value of the customer and repeat business is important.

Course Objectives

By the end of this course participants will understand the principles of consultative selling and will be able to build long-term relationships with their customers whilst also improving their sales conversion rates.

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 of B2B services

Programme Methodology

  • The trainer will introduce the sales process and the underlying skills and techniques
  • There will be lots of individual and small group exercises to practise the skills and techniques
  • During the sales training each participant is given the opportunity to practise a consultative sales conversation with a buyer and also to experience a sales meeting from the buyer's perspective
  • A workbook will be provided for each participant covering the key topics of selling skills with space to make personal notes

Where we Work

We deliver in-house B2B sales training to companies across the UK including the following locations:

  • London and the South East
  • Cambridge
  • Norwich and East Anglia
  • Leeds and Bradford
  • Oxford and Swindon
  • Manchester and the North West
  • Southampton and Bournemouth
  • Birmingham and the Midlands
  • Nottingham
  • Bristol
  • Cardiff and South Wales
  • Exeter and the South West
  • Newcastle
  • Glasgow and Edinburgh, Scotland

Note: Consultative selling training courses are also offered in other UK cities and regions.

In-house consultative sales training courses
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An excellent course delivered in a professional and calm manner. Good pace and well explained.

Jan Cartnell

Regard Partnership