Online Consultative Selling Skills Training Course

This online consultative selling training course will provide those that attend with a toolbox of effective business to business selling techniques

Those who attend this Consultative Selling Skills Training Course will:

• Be able to build rapport with customers or clients
• Know the right questions to ask to fully understand the customer or client’s needs without putting on any pressure
• Be able to check they have the right information from the customer or client
• Be able to match products and services to the customer or client using the information they have gathered
• Be able to influence effectively
• Know how to stand out from their competitors

Here’s what we cover in our Online Consultative Selling Training Course:

What is Consultative Selling?

• Difference between a normal sales approach and consultative selling
• Beliefs about selling
• How will buyers respond to consultative selling?

Preparing for the Sales Meeting

• Researching the organisation and person/people you are meeting
• What do your customers or clients need or want?  What are they buying?
• Preparing yourself for the meeting

Understanding Needs

• First impressions count
• How to generate conversation to establish customer needs
• Controlling the conversation
• Gathering the right information

The Sales Process

• A structure to follow to help the conversation along
• Moving into the sale

The Skills

• Effective questioning
• Listening
• Body language, tone of voice and choosing the right words

Matching Your Products and Services

• Matching the features and benefits of your products to the information gathered
• Ensure it doesn’t feel like a sale at this point
• Making it feel as though the product/service is just what they are looking for

Closing

• Moving from conversation to closing sale