Consultative Selling Skills

Consultative Selling Skills

 Duration: 1-2 days  | Maximum group size: 12 people
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Course overview

Employing a consultative sales approach when engaging with new or existing customers allows you to really understand the needs of a business and how your products or services will add real value. We will explore how to conduct thoroughly professional sales meetings that focus on understanding how your client will use your products / service to grow and develop their business.

Who would benefit from attending?

Those sales professionals who need to employ a consultative and solution led approach to managing new or existing client relationships.

Core development objectives covered

  • Selling v’s consultative selling
  • The importance of consultative selling in a modern business environment
  • Meeting preparation ~ customer research & profiling
  • Unearthing the real wants, needs & expectations of the customer
  • Advanced questioning techniques & active listening skills
  • Building rapport quickly
  • Matching customer requirements to your product portfolio
  • Presenting solution led customer proposals
  • Influencing multiple decision makers
  • Gaining agreement & commitment during your presentation / meeting

Delivery methodology
Futureproof’s training workshops require all delegates to take a full and active role throughout. Our mix of trainer led discussion, facilitation, coaching and skills practice ensures that all delegates enjoy an interactive and supportive learning experience.

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"Ultimately, with a consultative selling approach, prospects will steer themselves into making their own decision. The role of the salesperson is to be empathetic and helpful; you should enable the prospect by providing them with the information they need to make an educated buying decision."
Brad Rutter
Head of Learning & Development, Futureproof

Other related subjects you may be interested in viewing

Managing Key Accounts

Managing Key Accounts

 Duration: 1-2 days  | Maximum group size: 12 people
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Course overview

Aimed at sales people managing existing customer accounts and who firstly want to employ strategies that maintain high levels of satisfaction and secondly, identify opportunities in which to grow existing or new revenue streams.

Who would benefit from attending?

Sales / Account Management professionals who are managing existing customer accounts and who want to develop and grow the revenue generated.

Core development objectives covered

  • What is a Key Account Management?
  • Key Account criteria ~client profiling / research
  • Maintaining levels of satisfaction & building strong relationships
  • Using account information to identify new opportunities
  • Selling to multiple decision makers ~ identifying different buyer types
  • Understanding different buyer types & personalities
  • Advanced sales communication skills
  • Using powerful sales language
  • Presenting well-structured client propositions
  • Demonstrating value & clear business benefits
  • Developing compelling sales success stories
  • Handling objections via Q&A sessions
  • Professional follow-up & communication strategies

Delivery methodology
Futureproof’s training workshops require all delegates to take a full and active role throughout. Our mix of trainer led discussion, facilitation, coaching and skills practice ensures that all delegates enjoy an interactive and supportive learning experience.

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“Key Account Management is the structured process of identifying, selecting and developing strategically important customers to create competitive advantage, while building and maintaining the infrastructure needed to support long-term success.”
Brad Rutter
Head of Learning & Development, Futureproof

Other related subjects you may be interested in viewing

Field Sales Skills

Field Sales Skills

Duration: 1-2 days  | Maximum group size: 12 people

Course overview

An essential course for sales people who are required to qualify / confirm appointments and then conduct a face to face sales meeting. Delegates will learn the importance of pre-meeting preparation, gain the confidence to fully explore the needs of a customer and present a well-structured solution that demonstrates clear benefits and value.

Who would benefit from attending?

Field Sales professionals who are required to present and sell your products / services face to face.

Core development objectives covered

• Understanding the sales process & why people buy

• Planning & research for a customer meeting

• Meeting management & best practice protocol

• Effective questioning & listening skills

• Employing a consultative & conversational approach

• Understanding the wants, needs and expectations of the customer

• Differentiating from the competition

• Presenting strong benefit statements

• Handling objections effectively

• Managing objections on price

• Closing the sale ~ gaining agreement

• Professional sales follow up procedures

Other related subjects you may be interested in viewing

Sales Negotiation Skills

Effective Presentation Skills

Delivery methodology

Futureproof’s training workshops require all delegates to take a full and active role throughout. Our mix of trainer led discussion, facilitation, coaching and skills practice ensures that all delegates enjoy an interactive and supportive learning experience.

Just a thought…

“Most people think ‘selling’ is the same as ‘talking’. But the most effective salespeople know that listening is the most important part of their job.” – Roy Bartell

“The best salespeople know that their expertise can become their enemy in selling. At the moment they are tempted to tell the buyer what “he needs to do,” they instead offer a story about a peer of the buyer.” – Mike Bosworth