Consultative Sales Workshop
Duration
2 Days
Suitable For
All employees who are customer facing and have responsibility for generating revenue. It gives a sound grounding for those for whom the relationship is as important as the sale itself, and enables them to build sound business relationships and grow revenue.
Objectives
By the end of the workshop delegates will be able to:
- Define the process
- Recognise their role in the process
- Build effective relationships
- Understand and use the sales process
- Handle objections confidently & effectively
- Close the sale
- Use follow up procedures to secure further sales
Course Content
The role of the sales consultant
- Building relationships
- Building value
- Buying motives
The sales cycle
- Initial contact
- Rapport Building
- Uncovering Customer Needs
- Selling to Customer Needs
- Handling Objections
- Closing the Sale
- Follow up
Key Areas
- Developing customer need/motive
- Recognising & asking tension questions
- Features, advantages, benefits
- Building value into the process
- Asking for business
- Turning objections into opportunities
Continuing the process
- Planning for follow up
- Becoming proactive in sales
- Measuring sales
Planning how and when to apply new tools/skills
- Four stages of learning
- Action planning