Sales Training
Consultative Sales Workshop
Course Objectives
- To understand the structure of the steps of a consultative sales journey.
- To use communication skills to build rapport with customers.
- To use effective questioning and listening to discover the real business needs of customers.
- To understand how to use the features, advantages and benefits of their products and services to present a compelling proposition.
- To respond with empathy and answer objections and/or questions customers may have.
- To close sales and build ongoing “win/win” relationships with customers.
Who should attend
Anyone who is selling for a living, either on the phone, face to face or both. People new to sales will pick up the skills needed to have successful win/win interactions with customers. Experienced sales people will have the opportunity to enhance their existing skills.
Course Syllabus
Module One: Setting the Scene
Course objectives
Introductions
Stops, Starts and Continues for taking on learning
Module Two: What is Good Selling?
What makes a good salesperson?
Seeing things from our customers’ point of view
Pull vs. push selling
Module Three: The Sales Structure
Needs, Solutions and Value
The structure of a consultative sales journey
Module Four: The Introduction
Building rapport
The components of a powerful introduction
Module Five: The Fact Find
Questioning techniques
Active listening
Gaining customer commitment
Module Six: Selling
Features, advantages and benefits
Checking customer commitment
Proving value
Module Seven: Objection Handling
Avoiding objections
Objection handling techniques
Module Eight: Closing
Closing techniques
Cementing the sale
Maintaining customer relationships