As we move further into the 21st century, the traditional sales approaches are beginning to have lesser and lesser value. Selling organizations needing to recognize customers (or clients) have more pressure on their time and more choice about their suppliers. To move towards this, many organizations are now striving to position themselves as selling "solutions" and acknowledge that their sales approach needs to be different.
Consultative Selling can change the type of relationship you have with your customers or clients. It can help to differentiate your sellers from many of the competitors who may not be adopting this approach!
Key Learning Points:
Identify the appropriate sales process for a Consultative Selling approach
Ensure product and market knowledge is developed constantly
Develop better commercial awareness
Work on sales related communication skills and refine them, especially listening and questioning
Make sure the fundamental selling skills are embedded
Remember that what needs to be offered is a solution to the client/customer
Ensure Internal functions and support are aligned with the approach
Learning Areas from this Training Program
Enhanced skills for consulting - questioning, listening, etc.
Powerful relationship building skills and tools
More Effective client management
Greater ability to provide useful sales advice
Proper use of some marketing principles about segmentation and positioning - and their application to your selling
Ideal or Useful for:
Everyone who needs to build their consultative selling skills
Ideal Group Size
12 to 15 Participants
Download a Session Plan For Consultative Selling
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