This Consultative selling training course is ideal for anyone who is directly responsible for developing business via direct customer contact. Participants will learn how to develop and sustain successful lasting relationships with customers maximising sales opportunities.
This Consultative selling course capitalises on the success of developing customer relationships and maximising sales opportunities by adopting an integrative, consultative approach. Participants will learn how to build and nurture sustainable customer relationships and develop essential skills to make them stand out as exceptional sales people/business partners. The focus is equally on helping the customer succeed with traditional mindsets really challenged as the traditional stigma of ‘selling’ is examined.
What participants will gain:
A clear understanding of how to move from traditional selling to consultative selling
Tools to diagnose customer needs and expectations
Greater awareness of how to interpret verbal and non-verbal customer behaviour
Strategies to improve appointment generation/ quality of prospects
Better rapport with customers from the outset
Consultative listening and questioning techniques
The ability to develop a deep level of rapport through matching language patterns and body language
The ability to make persuasive recommendations
Practical tools to flush out and overcome ‘red lights’ confidently
A clear business development strategy
Anyone who is directly responsible for developing business via direct customer contact and for whom exceptional service and long-term customer/client relationships are an integral aspect of their business/product development strategy.
Full day or 2 x 1 day sessions
Classroom-based training course
Course content can be tailored to meet the needs of the organisation.