Selling the way your customer wants to buy

Consultative Selling emphasises customer needs and meeting those needs with solutions combining products and/or services. There are three primary differentiators that mark a Consultative Salesperson:

• they ask more questions;
• they provide customised solutions;
• their calls are more interactive.

Consultative selling leads to greater understanding of the customer’s wider needs and this Sales Learning Laboratory process will enable you to build greater trust, rapport and empathy between you and your customer.

Benefits of attending

At the end of the programme participants will be better able to:

• understand the value added by consultative selling;
• build successful relationships with customers;
• use analysis and research to develop value propositions;
• prepare value statements;
• show the customer how a tailored product will create additional value for him/her.

 

What will be covered

Successful sales: What is Consultative Selling? What makes a successful sales person?

Communicating with customers: Listening, summarising, reflecting. Gathering information about business needs. Asking intelligent, probing questions.

Preparing value statements: Analysing commercial and technical needs. Putting the proposition in words that will resonate with the customer. Proposing tailored solutions.

Delivering: Ensuring the customers get what they need. Managing and exceeding expectations.

 

How it will be covered

• Tutor led discussion
• Question and answer
• Practice
• Structured feedback
• Video replay and feedback
• Individual coaching