Consultative Selling Skills Course

Course Details

Based upon the Consultative Sales Model delegates are taught how to sell without resorting to high-pressure tactics. This programme provides delegates with a core set of commercial and highly practical skills which will motivate the individual to further develop business opportunities and to maintain profitable long-term client relationships.

Course level: Intermediate and Advanced

Who should attend? 

This programme is ideal for those people who want to refresh their sales skills or for those who want to embark on a sales career.

Course Outcomes

After completing this course participants will have learned how to:

• Take advantage of the importance of a value approach in building a successful customer relationship
• Demonstrate the face-to-face Relationship Selling process
• Sell long-term relationships rather than low bids
• Utilize questioning skills to listen to clients and identify their needs, instead of just pitching your products
• Identify and understand different buyer types and behaviours, so the sales process moves along more smoothly
• Differentiate your product/service and your company from your competition
• Employ the top 10 successful closing techniques, and know when and how to use them
• Offer new opportunities that add value to your client's business needs
• Offer creative solutions and options for mutual gain
• Use post-sales measurements to share data with sales management
• Practice the skills to identify when and why buyers buy to be able to increase sales