Course description
Consultative Selling Skills
This interactive Consultative Selling Skills workshop takes into account the fact that in order to benefit from the deepest and most profitable relationships with our prospects and clients we must adopt a tried-and-tested consultative selling framework.
The course imparts the key skills required to stay ahead at each stage of the process from “framing” our first approach with impact, to building urgency in the sale, then on to securing commitment.
Attendees will gain instantly actionable skills to upsell and cross-sell more effectively, to accelerate the building of trust and rapport, as well as building more value and urgency in the sale. Equipped with a thorough knowledge of the key stages and corresponding skills of a thoroughly solution-based value-driven approach attendees will instantly enjoy more rewarding relationships with their customers.
Upcoming start dates
Suitability - Who should attend?
This course is suitable for sales and account management professionals who are looking to adopt a structured approach to building profitable, rewarding, long-lasting relationships.
Training Course Content
Session One will impart the key stages of Consultative Selling and will cover the following areas:
- Defining Consultative Selling versus Transactional Selling
- The Consultative Selling Framework: Understanding the Key Steps
- Framing
- Discovering Needs
- Impact
- Presenting
- Overcoming Objections
- Securing Commitment
- Questioning and Listening Skills
- How to Build Urgency and Value in the sale
- Techniques for advancing the sale
- The Art of Positioning and Messaging
- Cross-Selling and Upselling Skills
- How to conduct Account Mapping
- Objection Handling Skills
- Countering Push Back on Price
- Different forms of Closing
- How to Secure Commitment
Why choose PowerCall Global Training
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Reviews
Average rating 5
Clear concise explanation on the process. Good ideas on how to improve. Explained in detail how it benefits to follow the process, very exited to try it out! :)
Content was fantastic, very relatable and was presented with a lot of energy and passion. Very captivating. And I got a lot from it, especially angles of consultative selling th...
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PowerCall Global Training
PowerCall Global Training Ltd is a training course provider based in London, UK. We provide engaging, friendly and highly valuable courses in a wide-range of business skills: communications, negotiations, management, sales, social media, telemarketing, and more. Our training is available...
Very engaging and enjoyable session. Felt the training validated our approach which will give me more confidence when meeting with new prospects. Thanks Anthony we all agreed th...