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Consultative Selling - Overview
This course is for those who sell ideas, products and services and who want to develop a selling style where the emphasis is on developing the concept of sales conversations together with long term, stable future business relationships.
This Consultative Selling course is available throughout the UK.
Consultative Selling - Timetable
9.30 to 9.45 Welcome and objectives
9.45 to 10.30 Defining consultative selling
(What are the key activities involved in consultative selling, the key roles to be played in consultative selling)
10.30 to 11.00 Types of sale we deal with. (High and low perceived value in the clients mind; sales techniques to use with each type of sale; defining features and benefits and using them with maximum impact)
11.00 to 11.30 Sales Advances (Defining sales advances, identifying some to use immediately, using them to measure progress on long lead time sales work, making the system quantifiable; improving your sales activity planning)
11.30 to 11.45 Coffee
11.45 to 13.00 Communication in selling (As a transmit / receive arrangement; Improving active listening skills; Using questions with maximum effect and with powerful impact; developing question models and softeners)
13.00 to 14.00 Lunch
14.00 to 14.45 A Consultative sales model (A 4 stage process you can use; knowing how to achieve each stage and the common pitfalls to avoid)
14.45. to 15.30 Role rehearsals
15.30 to 16.15 Dealing with resistance (Preventing resistance; signals to look pout for; proven techniques to handle resistance)
16.15 to 16.30 Action plans summarised and agreed
Consultative Selling - Benefits
- An understanding of the 3 key roles to be played
- The ability to determine what type of sale they are dealing with.
- A range of selling styles to suit every type of sale.
- improved skills in avoiding customer resistance.
- The ability to hold a sales conversation.
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