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