The aim of this Consultative Selling workshop is to refresh and upskill your field sales reps to aid them to sell on value and not just on price. This programme is aimed at Sales staff who are looking to build their confidence and skills in selling both by phone and face to face. Helping them to increase their success in making appointments and meetings face to face with their clients and presenting confidently once there.
The training, holistic in its approach combines theory with practice and provides an opportunity for participants, to experience the benefits of implementing behaviours and process, see the benefits through demonstration of previous knowledge and apply them during various individual and group exercise.
There will be evaluations through discussion at the end of each module and again at the end of the programme. This programme focuses on providing participants with the know how to implement consultative sales strategies that are effective and support them in their day to day sales role.
At the end of the course participants will be able to:
Flesh out the steps in their typical sales process
Discuss the key challenges they face in today’s market
Plan & prepare for meeting the prospect face to face
Take part in a productive sales meeting with a prospect
Focus on closing the sale and moving things forward
Module 1: Consultative Selling
Planning & Preparation
Opening the Sales Call
Analysing Customer Behaviour
Establishing Customer Requirements
Closing the Sale
Module 2: Presenting to the Client
Preparation, Audience & Structure
Effective Communication, Voice & Body Language
Top tips for visual aids
How to run a Q&A session
Who is the workshop intended for?
This programme is aimed at Sales staff who are looking to build their confidence and skills in selling both by phone and face to face.
How is the workshop delivered?
This is a tutor-led 2 full day workshop.
How will I be assessed?
On completion of the course, students are required to complete an end of course learner’s assessment.
Each participant will receive a CPD certified certificate on successfully completing the course.
Benefits of Consultative Selling Workshop
At the end of the programme, participants will have increased confidence in understanding their client’s needs, presenting their value proposition to their prospective clients and increasing their ability to close the sale.