Consultative Selling.

SALES TRAINING WORKSHOP

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.

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

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

FAQ

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.

Certificate

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.

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