Consultative Sales Training

Essential Consultative Selling Skills

Course Duration: 2 Days

Number Of Attendees: Maximum 12

Problems this course consultative sales training is designed to solve:

• Your team are not developing a strong enough relationship with the key people in your marketplace
• Price is increasingly becoming a challenge and you are not able to sell at higher margins than your competition
• Your sales team are not being positioned as the natural choice solutions experts in your Industry

• Your team get stuck at features and benefits,  rather than, ROI, proof and solutions
• Your sales team can’t comfortably engage in a conversation about your companies strengths in the marketplace
• Your sales cycle is becoming longer and longer with no commonality between sales interactions which makes sales budgeting and forecasting impossible

Who is this Consultative Sales Training  for:

• Business to Business Salespeople
• Sales people engaged in internal telephone and face to face sales: Sales Executives, Account Managers, Internal Sales Executives (sales 2.0) and Business Development managers.
• Sales professionals with high value sales or long sales cycles
• Employees with previous sales experience and/or training as this workshop does not cover the sales fundamentals
• Sales Management looking for a mix of training and strategy – the workshop will give you and your team the structure to develop a continually evolving sales process.
• Companies open to new approaches to sales that will differentiate yourself in your marketplace.

Who this Consultative Sales Training course is not for:

If you have a great sales and marketing process and clients are presold prior to engaging with you, either by face or phone interactions. Studies have shown that consultative selling may actually decrease your sales effectiveness.

Consultative Sales Training Course Structure:

This consultative sales training is run in a workshop environment facilitated by your expert trainer. Prior to the training your team will be set exercises to identify their sales strategy, their understanding of the marketplace, their sales tactical plan and their knowledge of your sales and buying cycle. During the workshop your team will be highly focused on developing your company specifics strategies for consultative selling.

Course Content:

• Why is there a need for consultative selling and how that consultative sales training meets those needs?
• Are your personal attributes a fit with this model of selling?
• What Attitudes, Behaviours and Skills do you need to be a ‘trusted advisor’
• The 5 Step Consultative Sales Strategy
• There are 3  ways to approach the marketplace. One way has proven to reduce sales cycles by up to 90%. Which do you use?
• Mapping out and developing your buying cycle action map
• The role of the Decision Making Unit
• The client GAP Analysis
• How to develop Irresistible value propositions
• How to develop creative solutions to common sales stumbling blocks
• Professional questioning and listening skills
• Why does your marketplace buy – the psychology of sales
• How to plan and manage the sales meetings and presentations
• How to pre-empt sales objections with proof, stories, ROI and Industry expertise
• How to ensure the contract is signed
• Your long term client strategy plan – Do you have one?
• Developing post sales data and metrics to feed back to sales management

Typical Cost: £2,800 – £3,200  dependent on requirements

Go ahead, grab the Bull By The Horns and make an enquiry below. Let’s see how we can help you increase your effectiveness with our powerful Consultative Sales Training. You will be glad You did

Consultative sales training can take place UK wide, including London, Liverpool, Manchester, Birmingham, Bristol, and Cardiff.