Consultative Selling Training

Key Areas of Content

• Rigorous Planning and Preparation

  We teach your sales professionals how to apply a systematic approach to preparing for customer meetings that shortens preparation time and improves call quality. We equip them with tools to set their call objective, anticipate customer needs, identify potential value, prepare for objections, and visualise the call flow.

• Deeper Understanding of the Customer

  Understanding needs is at the heart of Consultative Selling. Sales Professionals need to connect with customers, gain and keep their openness and willingness to engage in productive dialogue, and ask a full range of questions. We teach how to apply a questioning strategy, float ideas and ensure they develop active listening skills to fully understand needs.

• Positioning Value that Differentiates

  To be persuasive, sales professionals need to describe capabilities and solutions using clear, concise, and compelling messaging that links value to customer needs. We teach your teams how to apply a model for persuasively presenting their solutions and build their skills in positioning solutions to meet customer needs and differentiate your organisation.

• Resolving Sales Objections

  A consultative approach leads to not only resolving objections, but also to increasing connection with the customer. We teach participants how to develop a positive mindset toward objections, avoid defensiveness and self-serving behaviours that undermine trust, and equip them with a four-step, customer-focused model to resolve any objection.

• Six Critical Skills

  Learning the Six Critical Skills improves your sales team's ability to deliver excellence and exercise agility in customer conversations. Participants in the programme learn and master key selling skills that prepare them to flex and adapt in their sales conversations to consistently deliver an exceptional customer experiences.