Course description
Consultative Selling: In-House Training
Deliver the optimal service and grow revenues with improved consultative sales skills
In today’s competitive business environment, organisations not only want helpful products and services to improve their output, they also want tailored solutions that solve real business issues, allowing them to grow. For this reason, if you run a B2B business, it’s vital that your salespeople can successfully build relationships with customers, understand their problems, and get to the very heart of how to provide a solution to address any issue.
Whether you have an experienced sales team or a department made up of new starters, learning, upskilling and honing the special combination of skills needed to be successful when it comes to consultative solution selling is crucial. This is where Tack TMI comes in.
Our innovative Consultative Sales training draws on the results of Tack TMI’s comprehensive ongoing research into ‘buyers’ views of salespeople’. It focuses on helping the salespeople in your business build strong relationships and confidently explain how your products and solutions not only contribute positively to the business goals and objectives of your clients, but also how they represent justifiable expenses with clear return on investment (ROI). This is the true art of selling consultatively.
Key outcomes
- Build and develop your own set of unique questions that are designed to help you establish your customers’ true needs and wants, what they are looking for, and what is important to them
- Devise your own ‘knowledge grid’ this library of information relating to your own specific market and customers helps to build personal credibility
- Analyse and fully understand a variety of different personality styles you are likely to come across when dealing with different customers, and the most effective methods of communication to complement each
- Generate customer-specific numerical data that highlights the benefits of your solutions on your customer’s goals and objectives
Suitability - Who should attend?
Tack TMI’s Consultative Sales training courses have been expertly designed for those sales staff who have experience selling, but want to learn new skills, or simply hone specific techniques, when it comes to consultatively selling business solutions. This course teaches how you can sell solutions by convincingly explaining how your value proposition can address customer’s priorities and contribute to meeting their business goals.
Outcome / Qualification etc.
Once you’ve completed this course, you will be able to:
- Develop your own arsenal of powerful questions that help consultative selling by allowing you to accurately establish your customers’ true needs and what they want to prioritise
- Devise and deploy a tailored value proposition based on customer needs and wants
- Fully understand and implement the principles of business finance in relation to how your business’ solutions can contribute to your customer’s ROI
- Properly forge and build relationships with the different personality and character types – ensuing you can communicate efficiently with all key players in your accounts
- Present and market your solutions in a clear, confident and knowledgeable manner in order to standout in a potentially crowded marketplace
Training Course Content
Tack TMI’s Consultative Selling training course is delivered over two days. It is designed to equip your sales team with everything they need to transform existing transactional sales skills into modern consultative selling techniques.
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Reviews
Average rating 4.5
Expenses
The cost of this course is £1,499 + VAT per participant.
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