360 CONSULTATIVE SELLING SKILLS
PUBLIC SALES COURSE
Drive powerful and valuable sales conversations with your clients and prospects with our 360 consultative core selling program.
What Is Consultative Selling and how will it benefit your sales approach
Consultative selling is a sales approach that focuses on the needs and priorities of the customer rather than focusing on the product or service, consultative selling promotes and encourages relationships and meaningful open dialogue to identify and demonstrate solutions to a customer’s needs.
The principal benefit of consultative selling over other selling approaches is the fact that it helps sales professionals to have better conversations which allow salespeople to better understand the challenges faced by a customer allowing the ability to position their solutions and demonstrate the value it brings in a more effective way.
360 Consultative Selling - Course Overview
Adopting a Consultative Sales approach dramatically improves the quality of your sales conversations
Today’s buyers are better equipped and have more access to more data and information than ever before, but even the most experienced buyer still benefits from sales professionals adopting a consultative sales approach to help them diagnose their needs and identify a solution that will deliver the outcome and the value they desire.
Empower your sales team to take control of their sales conversations and adopt a consultative selling approach to allow them to create greater value and greater insight in the buying process and differentiate themselves from the competition.
Our 360 Consultative Selling Framework provides sales teams with a proven repeatable sales approach to consistently execute with their sales conversations to help them to avoid the common sales errors that cause sales to be lost
Our 360 Consultative Selling Framework can be broken down into 8 steps.
Plan and Prepare: Effective conversation planning ensures your salespeople have more productive customer conversations, sales are won and lost based on the conversations your sellers have with buyers and this starts with effective planning
Engage: Having the ability to engage and connect throughout the process at any level puts salespeople at a huge advantage when it comes to building rapport and trust and strengthening relationships
Insight and Understand: Gaining valuable insight that leads to greater understanding is a fundamental of consultative selling. Sales professionals who can encourage openness and willingness to engage in a dialogue will find it easier to ask a broader range of questions ad gain more insight into their buyer's needs and challenges
Differentiate: Sales professionals who can differentiate their solution and position themselves as an expert in their field offering a credible solution a specific solution over their competition win more sales
Demonstrate: Sales professionals who can demonstrate the tangible value of their solution in a clear concise and easy to understand manner will find it easier to gain trust and buy-in from the buyer throughout the sales process
Explore and Overcome: No matter how thorough your selling approach there will inevitably be objections, concerns, and barriers, salespeople who can proactively seek out, identify and positively dismantle objections within the sales process close a far higher percentage of sales than their competition
Agreement and Commitment: Sales professionals that treat closing like a process not only reduces the risk of rejection and increases the likelihood of gaining commitment and winning the business, consultative sellers begin the closing process before the first conversation has even begun.
Agreed Action: Consultative sales professionals that can effectively and consistently follow up with the customer is one of the most powerful differentiators, many sales professionals fall short when it comes to following up.
Key Learning Objectives
Taking sales people through the full sales cycle and based around providing solutions to real sales challenges, this two day sales training course will demonstrate how to deliver consistent sales and will cover a wide range of subjects including:
Understanding the consultative sales process
Understanding how to align your consultative selling process with the buying process
Drive powerful value drivel sales conversations with your clients and prospects
Use consultative questioning techniques to uncover the full picture and the buyers needs and outcomes
Sell ideas, insights, and perspectives that influence the buyer’s perspective
Develop and communicate the more powerful and compelling value propositions
Understand buyers, buyer types, and buying styles
Build rapport and develop relationships in person and virtually quickly and effectively
Close new business and existing business quickly and effectively
Identify, understand and overcome objections that could get in the way of the sale
Sell based on value and reduce price and commoditised conversations
Understand and avoid the common mistakes that even the most experienced salespeople make
Learn how to ask the right questions throughout the sales conversation
Identify and understand the drivers and de-railers within a client and prospect buying process
Learn how to qualify customer requirements consultatively
Learn how to apply a consultative approach to deal with difficult selling situations
Learn how to focus on the valuable outcome when closing the sale
Learn how to close the sale through a process to gain commitment
• Field sales people • Business to business sales people
• Sales people who need a refresher • New sales people
• Client relationship managers • Internal telesales people
• Account managers • Business development managers
• Commercial managers • Sales people
Course costs and what's included
Pre-training skills appraisal and questionnaire for each delegate
Pre-training call with the trainer for all delegates
Comprehensive interactive training manual, course notes, and training material for each delegate
Individually designed created training and development action plan for all delegates
Real situation scenario orientated training sessions
Post-training follow up material to all delegate
360 Consultative Sales Playbook
Practical sales toolkit including objection handling guide, prospect list template, email templates, and time management guides.
12 months unlimited post-training access to your trainer via email and telephone
Post-training support via email and telephone
Post Training Webinars
Post-training follow up call with the trainer
Individually created post-training support pack provided after the training sessions
Supported by a 12-week post-training coaching programme and 12 months of email and telephone support
£349.00 + VAT
Delegate reviews for this course
Organisation and domestics - 99.8%
Course Content - 98.9%
Course Notes - 99.1%
Presentation - 99.3%
Knowledge of Training Staff - 99.3%
In Meeting your Objectives - 99.7%
Overall Enjoyment - 99.6%
Support to help you apply your learning
Understand, Design & Create
Every sales team is different and we work with our clients to deliver a training program to meet their individual needs via pre training questionnaires, assessments and development calls with your trainer.
Practical Tools & Support Resources
Alongside your course material and support program, we also provide a range of practical tools and materials to help you to embed the training.
Inspiring, Engaging & Relevant
Our training programs are designed to be inspiring, engaging but most importantly relevant to your teams day to day challenges, meaning you can apply the lessons and ideas from your training course into your day to day role straight away.
Post Training Videos & Webinars
Every delegate has access to a range of post training support videos and tutorials to provide additional support and access to our training webinars.
Our training is never focused around a single day, every course is supported by a comprehensive 16 week interactive support program, each module is designed to make the process of applying the material into your day to day role as straightforward as possible.
Direct Access to The Training Team
Every delegate has direct access to their course trainer and the training team, throughout the training process to answer questions and provide support around specific challenges.