Training Programmes - Selling Suite

Consultative Selling (Face to Face)

Overview 

An intensive practical course that covers the core business to business selling skills and tools. Newcomers to business selling will find this a practical introduction to fundamental consultancy techniques. More experienced practitioners will find it invaluable for refreshing, reminding and refocusing their basic skills while giving fresh insight into good practice concepts.

Who Should Attend 

Those in a customer-facing role who are expected to understand the wider issues around their clients business and develop recommendations on their own or in a team. Business Analysts, Senior BA’s, Business Sales Consultants and Account Managers would find this course of particular benefit.

Objectives

After attending this course participants will have the ability to:

• Better understand their customers 

• Communicate more effectively, whatever the situation 

• Sell more effectively by targeting the right people 

• Manage information for the benefit of the customer 

• Recognise the difference between Features and Benefits 

• Maintain effective regular contact with customers 

• Develop and use language that works for customers 

Programme Content

Adapt their own approach based on feedback from others

The Customer Priority

Understanding the customer's position

Building customer rapport

Championing the customer

Taking an accurate brief



Essential Consulting Communication

Understanding the power of language

The voice-business builder or destroyer

How to ask for information

Effective questioning techniques



Working The Sales Process

Understanding the process of selling 

Identifying your strengths and developing your skills

Identifying the decision making process 

Seeking and action on feedback



New Business Opportunities

Identifying and qualifying prospects

Balancing your pipeline flow

Targeting the right people
Managing a pipeline
Making appointments by phone
Running the 1st sales meeting



Information Essentials

Using your systems effectively

Presenting creative solutions positively

Using accurate records to help you sell more



Commercial Consulting

Benefit versus Features: a review

Deciding what will excite the decision makers

Developing competitive advantage: selling your solution

Building a compelling business case

Reaching agreement



Networking To Sell

Building an influential network

Keeping active contacts with customers and prospects

Developing your personal impact and presence



Putting It All Into Practice

Developing a personal action plan

Gaining feedback

Adapting your approach