Consultative Selling Training
Find out how to dramatically improve the quality of your team's sales conversations.
Deliver value in the buying experience with a consultative selling approach
Today’s buyers are savvy, but they need sales professionals to help them diagnose their needs and identify solutions that drive desired business results. Your sales team needs consultative sales training to empower them to create value in the buying experience and differentiate themselves from the competition.
Consultative Selling Training Programme Overview
Richardson Sales Performance’s Consultative Selling training programme focuses on the critical structure of a sales conversation. It provides a powerful roadmap for a successful, buyer-focused dialogue. The Consultative Selling Framework explored in the programme gives sales professionals a consistent, repeatable process to more effectively execute their sales conversations. The Six Critical Skills fuel and support the Framework, helping sales professionals leverage their technical excellence and use every consultative sales skill available to open more doors, better understand customer needs, more persuasively articulate value, and close more deals.
Sales Performance Platform Example: Resolving Sales Objections Training Video
Consultative Selling Training Programme Business Benefits
Upon completing the Consultative Selling skills training programme, your sales team will experience the following business benefits:
- Drive increased revenue by improving close ratios for new customers and expanding business with existing ones
- Create a competitive advantage by building a sales culture that is tightly aligned to market needs
- Create new and larger opportunities by surfacing unrecognised needs
- Shorten sales cycle length by driving momentum and building buyer confidence to commit
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.
Deep & modern sales curriculum enables you to develop your individual sellers against role-based competencies while achieving consistency across teams.
Our customisation approach ensures we fully reflect your unique selling environment while providing best-in-class training content to ensure efficiency and relevancy.
A modern delivery approach that includes live and virtual training workshops in which participants learn and practise skills complemented with a digital, blended learning journey that reinforces, sustains, and certifies desired behaviours.
Build agile selling skills within your sales teams so that they can lead customers through a new, dynamic and digital buying journey. Agile selling skills and an outcome-focused pursuit plan are the future of selling.
Our technology provides visibility into performance so that we can measure progress and deliver real-time insights.