Consultative Selling Skills
Value-based and customer-focused selling.
This business-boosting workshop will help you create, develop and close business opportunities using a consultative approach and a value-based (not price or product-led) proposition. It is suitable for B2B and B2C markets.
Consultative-based or service-based selling means working the way your customer wants to buy, not how you want to sell. It also means:
About the training
In a consultative or service-based sale, by contrast, the salesperson must take the role of an advisor, not just a ‘product promoter’. Customers demand expertise, service, advice and customisation during the sales process. Often customers insist on multiple calls or contacts with company to develop advantages that you can bring and reduce the perceived risk of changing, buying or choosing. In this way the salesperson, or consultant, often adds more value than the product or service alone.
Who will benefit
This interactive and skills-based workshop will be of great benefit to all levels of sales consultant and advisor, whether B2C or B2B, and almost any level or type of service or product.
Key learning take-aways
This course will help you use proven strategies and tactics to build, manage and successfully close sustainable business opportunities using a consultative approach and a value-based (not price-led) proposition. This includes:
This consultative selling training workshop is highly interactive and encourages participation through a combination of short presentations, group discussion, practical exercises (including structured role-play), case studies, and breakout sessions designed to help participants learn new skills and reinforce existing abilities.
The course features extensive rehearsal and review of current and real-life pitches, presentations and proposals.
A key feature of the programme is the trainer’s tried-and-tested 4Cs model, which helps embed the learning and encourages use of the techniques discussed.
Another key feature is that all participants are asked to complete a pre-workshop questionnaire. This asks them to identify some personal learning objectives ahead of the training, perhaps in discussion with a manager. They will also be asked to bring with them two typical or current sales opportunities or prospects and a report showing some sales KPIs from the last 2-3 months.
Workshop outline - on request