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Sales & Customer Experience

Consultative Selling: A powerful roadmap to success

Duration: 2 days

Consultative Selling is a unique Customer-Focused and Needs-Based Selling approach. Widely used by companies of any scale, Consultative Selling is adopted widely by sales professionals who want to boost revenues and achieve customer commercial excellence.

In this highly interactive two-day workshop, you will understand how your customers think and make buying decisions, using the latest neuroscience-based tools and techniques. You will identify the real needs and wants, and build a consultative relationship of trust, which will open the door to offering the right and tailored solutions and close the deal.

With consultative selling, the relationship and trust come first.

Who It’s For

This program is designed for all sales professionals, who are responsible to manage a portfolio of clients and achieve sales targets and grow.

Training Objectives

Upon completing this workshop, participants will be equipped with knowledge, skills and confidence to:

  • Define the Consultative Selling process and the differences from other approaches
  • Master a consultative selling process to accelerate the sales cycle
  • Apply all the psychological tools and techniques of successful selling
  • Establish a trustful relationship with the client
  • Identify the client’s real needs
  • Provide the best solutions based on FABs and USPs
  • Assess the client’s commercial potential to grow
  • Understanding Numbers and Reports
  • Managing complaints & difficult clients
  • Develop consistently positive attitude to generate winning sales results

Our Methodology

The training method is workshop, designed based on an analysis of the company’s selling cycle and clients characteristics. Participants will work on their own competencies using multiple self-assessment tools to identify their strong points and weaknesses, and finally apply all their knowledge and skills in practice on company-related case studies and role plays.

Day 1

Introduction to the Consultative Selling Process

  • Define the Consultative Selling Process
  • Impact on Revenues

Understanding your clients and Identifying their real needs

  • Profiling of clients using Personality Styles to communicate all personality types with agility and adaptability
  • Uncover the needs and wants of different clients
  • Use powerful open questions to get the information you need
  • Find out their primary buying motive

Building rapport & establishing a trustful relationship with the client

  • Prepare for the Meetings/Visits to clients
  • Learn how to make clients eager to talk with you
  • Establish credibility immediately
  • Use Neuroscience-based tools and techniques to gain trust

Day 2

Providing Solutions

  • Steps to prepare and present the right and tailored solutions
  • Identify and use the Features, Advantages and Benefits of your product or Service (FAB & USP)
  • Present solutions with confidence
  • Upselling and Cross Selling Techniques

Understanding Numbers and Reports

  • Analysis of Clients Sales Trends
  • Analysis of Ageing Reports
  • Analysis of Code Penetration and Commercial Potential for Growth

Managing Complaints & Difficult Clients

  • Active Listening Vs Diagnostic Listening
  • Acknowledge the problem
  • Offer a win-win solution

Mastering the Selling Process

  • Tie the Consultative Selling Process together
  • Build on the experiences of this programme
  • Develop a motivating Personal Vision to ensure higher levels of sales success