Consultative Selling

Course Description:

This course is designed to improve sales skills to allow for greater sales success and professional client relationships.  Day 1 will focus on the sales structure and refining skills and Day 2 will focus on polishing account management skills.

Course Objectives/Key Benefits:

• Delegates will be able to review their understanding of what really good selling is by:
• Reviewing the sales structure and considering what communication methods to use most effectively at different stages of the process
• Getting a deeper understanding of good account management and building an on-going dialogue with their clients
• Being focused and targeted about how to focus their time to get the best results

Each person will leave the course with a sales strategy to action.

Who the Course is Aimed at:

Sales people who would like to refine their skills and take a more consultative approach to their selling style.

Course Content:

Day 1

• What is selling and buying?
• The principles behind selling consultatively
• The stages of selling
• Preparation
• Introduction
• Questioning
• Presentation
• Objections
• Closing
• Follow up
• Review
• USPs and FABs
• Communication methods
• Phone calls
• E-mails
• Face to face meeting
• Networking
• Social Media

Day 2

• Building your territory
• Customer relationship management systems
• Customer history and data
• Planning
• Analysis
• Focusing your time in the right way
• Working with our clients - Rapport Building
• The importance of testimonials
• Your sales strategy

Entry Requirements:

None.

Course Progression:

Public Speaking and Presentation Skills

Training Method:

This is an interactive workshop where everyone will be encouraged to share their experiences.  It involves direct teaching, demonstration of tools and ideas.  Includes individual, partner and group work.

Further Information:

This course is offered by the Professional Training Centre

PTC Enquiry Line: (01206) 712727