Consultative Selling
Training Description
This course is for those who sell ideas, products and services and who want to develop a selling style where the emphasis is on developing the concept of sales conversations together with long term, stable future business relationships.
This sales training course is available throughout the UK.
CPD Value 5.5 Hours
CPD = Continuous Professional Development (All PTP courses are approved for CPD by the Law Society and meet the standards expected of all professional bodies).
The Course Suits
Anyone wishing to develop a consultative selling style.
Training Benefits
- An understanding of the 3 key roles to be played
- The ability to determine what type of sale they are dealing with.
- A range of selling styles to suit every type of sale.
- improved skills in avoiding customer resistance.
- The ability to hold a sales conversation.
Course Timetable
9.30 to 9.45 Welcome and objectives
9.45 to 10.30 Defining consultative selling
(What are the key activities involved in consultative selling, the key roles to be played in consultative selling)
10.30 to 11.00 Types of sale we deal with. (High and low perceived value in the clients mind; sales techniques to use with each type of sale; defining features and benefits and using them with maximum impact)
11.00 to 11.30 Sales Advances (Defining sales advances, identifying some to use immediately, using them to measure progress on long lead time sales work, making the system quantifiable; improving your sales activity planning)
11.30 to 11.45 Coffee
11.45 to 13.00 Communication in selling (As a transmit / receive arrangement; Improving active listening skills; Using questions with maximum effect and with powerful impact; developing question models and softeners)
13.00 to 14.00 Lunch
14.00 to 14.45 A Consultative sales model (A 4 stage process you can use; knowing how to achieve each stage and the common pitfalls to avoid)
14.45. to 15.30 Role rehearsals
15.30 to 16.15 Dealing with resistance (Preventing resistance; signals to look pout for; proven techniques to handle resistance)
16.15 to 16.30 Action plans summarised and agreed
©PTP/208
© PTP/208
Consultative Selling training course available to book:
Description:
The TakeAway Training Film Series comprises short, practical training films providing managers, supervisors and staff with techniques, advice and ideas on some of the key areas of their job. The series which features 'talking head discussion' between psychologists Eve Ash and Peter Quarry, is designed for learning resource centres and management self-development. This programme shows how to overcome six typical challenges faced by experienced sales people. A great way to motivate positive sales skills and behaviours.
Duration: 17 minutes
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