Consultative Selling
Make Major Sales
This course will provide participants with the skills required to become successful in Consultative Selling. Participants will discover how to make the switch from selling products to selling solutions, maximise the value of your individual client relationships and build rapport and trust by adapting your personal style to suit each client.
Objective
The training style deployed on the course sets out to create real behavioural change that will ensure you leave the course ready to implement what you have learnt and adopt a consultative approach in every sales situation.
You will move away from the traditional sales person's role and be more of a strategic consultant, who is able to identify clients' needs and present solutions that motivate the client to commit to the purchase.
Method
The course training is highly practical, involving full participation and using practical exercises, discussions and feed-back from the trainer, participants and ITV.
Contents
- The principles of Consultative Selling and how to apply them to the sales cycle
- The skills and behaviours of a consultative sales person
- How to apply the consultative model to selling
- The advantages of fine-tuning your interpersonal skills and building relationships
- How to add value to your customer relationships
- Expert questioning and listening skills to generate interest and establish needs
- How to identify behavioural styles and adapt your sales pitch to suit the client to build rapport
- How to counter the tactics employed by the buyer that erode your margin
- How to sell a solution rather than an individual product
- How do define the features of your product or service and match the benefits to the needs of your clients
- How to turn a one-off client into a long term business partner
Participants
All sales professionals who want to develop a consultative approach to selling and those new to sales or who are moving into sales from another function.
Duration and location
This course is a 2 days On-Site company course. Time, location and programme will be agreed upon together with you.
Number and price
Maximum 8 participants. The price depends on the agreed programme.
The price is exclusive VAT and possible expenses for travel and accommodation for the trainer.
For more information
Contact ROMMERDAHL U&U, Adelgade 1, DK-1304 Copenhagen K, www.rommerdahl.dk phone +45 3333 0937, e-mail: Denne e-mail adresse bliver beskyttet mod spambots. Du skal have JavaScript aktiveret for at vise den.