Consultative Selling

SALES TRAINING PROGRAMME

The aim of this Sales Skills workshop is to refresh and upskill your field sales reps to aid them to sell on value and not just on price. This workshop will help them to go back to the basics of selling and to uncover the real needs of the customer, handle objections and close the sale.

Learning Outcomes

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

Participants will receive handouts to enable recording of notes from the tasks completed and will have the opportunity to discuss and explore issues relating to the content and the ways in which they have encountered these issues in their work.

There will be the opportunity over the training to allow participants to experience “real” situations and scenarios to transfer the theory of the course into practice.

Course Content

Module 1: Consultative Selling

  • Planning & Preparation
  • Opening the Sales Call
  • Analysing Customer Behaviour
  • Establishing Customer Requirements
  • Presenting Benefits
  • Handling Objections
  • Closing the Sale
  • Follow Up
  • Skill Builder

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
  • Practical presentation
  • Feedback

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. 

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.

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. 

Participants will receive handouts to enable recording of notes from the tasks completed and will have the opportunity to discuss and explore issues relating to the content and the ways in which they have encountered these issues in their work.

There will be an opportunity for the training to allow participants to experience “real” situations and scenarios to transfer the theory of the course into practice.

Learners Assessment

On completion of the course, students are required to complete an end of course learner’s assessment.

Certificate

Each participant will receive a CPD certified certificate on successfully completing the course.

Format:

Tutor-led

Training Approach/Methodology:

PowerPoint Slides/ Practical Exercises/Group Work/Case Studies/Workbook/Discussion

Length:

2 x full days

Number of participants = minimum 10 to 15 maximum   

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