Overview: The most effective sales people do not seem to be selling at all - when that is in fact exactly what they ARE doing. Having a natural conversation is what consultative selling is all about.
This style works so well because the majority of clients don’t want to be ‘sold at’; instead they want to work in true partnership with suppliers that understand them and that can add value to their organisations.
So, in consultative sales, real success is not about short-term, transactional results; it’s about building long-term, mutually-beneficial business relationships which are developed and evolve over years.
This course covers the skills needed to begin those relationships.
Please contact us for full programme details.
Objectives: This is a 2 day programme and can be run consecutively (recommended) or 1 day per week over 2 weeks:
1. Appreciate your positioning in comparison with your competition
2. Fluently articulate the features of your services and products, in relation to the clients’ needs as benefits to them in their reality
3. Adapt the consultative sales technique to your own personality and style for use in face to face meetings and telemarketing calls
4. Minimise the chances of objections and requests for price reductions
5. Appreciate and value essential sales administration processes to maximise effectiveness
6. Have some creative ideas to enable you to gain a great return on your investment (ROI) in this programme!
- Background and basics: The link between BD; resourcing, quality and account management; Essential qualities and standards of sales people; Attitude and motivation; Why people buy; How buyers are influenced; Client target ID; Adapting language to suit client types; Understanding the competition; Features, advantages and benefits; Essential differentiation; Proof and illustration
Technique: Basic question types; The benefits of consultative selling; The consultative selling technique; Objection handling tips; ‘Rules’ of negotiation; Valid reasons to trade; Closing
- Client meetings: Prior preparation; How to behave; Small talk; The introduction; Using the consultative selling technique in meetings; Gaining agreement to terms; Closing; Post meeting admin
Telemarketing: Qualifying potential clients; Research; Understanding and clarifying call objectives; The first introduction call; Vital benefit statements; Using the consultative selling technique in telemarketing; Essential follow up admin; Essential call patterns and keeping in touch; Proactive resourcing; ‘Eating elephants’
- Self-management: Typical BD KPIs; the benefits of measuring success for growth
Who should attend: Those new to sales, those in need of a refresher on the essential basics, and line managers who support sales staff in their roles.