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Course summary
2 or 3 days
Next available date: Contact provider for start dates - United Kingdom
Corporate Training for Teams

Course description

Consultative Sales

Consultative sales refers to needs-based selling that is focused on the Customer Experience. The Consultative Sales course from Bigrock Performance Solutions coaches participants on the consultative selling processes as well as techniques to ensure effective calls and sales meetings. 

During this course participants will also get the chance to explore how to: 

  • Engage with clients and customers
  • Elicit a deep understanding of their needs and objectives
  • Execute the sale

The Consultative Sales programme will be designed to meet the specific needs of participants and achieve their desired outcomes.

Suitability - Who should attend?

This course is suitable for B2B, B2C and intermediary sales teams, face-to-face, regional and branch sales teams and regulated sales professionals.

Outcome / Qualification etc.

The Consultative Sales programmes provide sales teams with:

  • A structured consultative approach for customer meetings and calls.
  • The questioning techniques to help sales professionals gain a full understanding of their customer's needs, situation and goals.
  • A proven process for outlining recommendations and playing back solutions that meet the customers' identified needs will help them achieve their goals.
  • Tools to identify wider customer needs and cross selling opportunities.
  • A consultative sales approach that delivers a first class customer experience that helps your sales teams sell more and build stronger customer relationships for a sustainable uplift in sales results.

Training Course Content

This course covers how to:

  • Engage
    ODO™ planning – identify your optimum desired outcomes and that of your customer.
    Gain customer buy-in for yourself and your approach.
    Introduce yourself with a Value Proposition
    Engage with true clarity of intent.
  • Elicit
    Achieve a deeper understanding of the customer’s current and future situation.
    Identify and explore need areas.
    Gain agreement and strong commitment to act.
  • Execute
    Present solutions, recommendations and ideas to the customer.
    Maximise the customer’s commitment to take action.
    Handle objections and close the sale.
    Motivate customer to act now.
    Gain referrals.


Please Request Information to find out more about the price for this course.

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About provider

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Bigrock People Performance Solutions

Bigrock People Performance Solutions is a change management, people development and leadership consultancy that serves some of the world's most ambitious SMEs and leading corporates.  In the past Bigrock specialised in insurance and financial services, however, in the last 6...

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Contact info

Bigrock People Performance Solutions

19 Apollo Court Radclive Road
MK 18 4DF Gawcott, Buckingham, Buckinghamshire,

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Average rating 5

Based on 1 reviews

Adviser, Skipton Building Society.
I am even surprising myself here! I have really taken to this new way of doing things and have just booked another SFS [appointment]. I really thought I may struggle, as I am of a certain age, but am finding it refreshingly good.
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Course rating
Based on 1 reviews
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