Consultative Selling - CPD Certified (In-House)
Consultative Selling (In-House)
The Participant will learn the difference between just selling and selling using a consultative approach. This programme is designed for those in a client facing role who wish to develop their skills past the level of normal customer sales, account management or project presentation levels. participants will explore in great detail the skills, formulas and attitude required to be even more successful by adopting a consultative approach to customer interface.
Upcoming start dates
Suitability - Who should attend?
Sales professionals with a clear understanding of the sales process wishing to improve their performance suing more sophisticated methods.
Outcome / Qualification etc.
CPD Points:12
Learning Outcomes
At the end of this programme the Participant can:
- Demonstrate powerful questioning and listening skills to build rapport
- Discuss how to prepare thoroughly for the client visit
- Match client needs with product portfolio
- Explain the consultancy selling process
- Adopt a positive and confident approach when dealing with clients
Training Course Content
- Defining consultative selling
- The 70 / 30 law ~ Listening V's talking
- Accessing the client
- The 7 step model
- The 4 key actions - an explanation of the model
- Reveal / Relate / Reassure / Reshape
- Action One: Revealing
- Exploring the client strategy
- Action Two: Relate
- Providing a tailored solution
- Action Three: Reassure
- Reframing resistance as an opportunity
- Action Four: Reshape
- Negotiating the proposition
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For over two decades, Maguire Training has been providing businesses and individuals all over the world with industry-leading leadership, management, sales and personal development training for real, tangible results. Maguire Training is an endorsed training provider of the Institute of...