Consultative Selling Techniques

Course Code:	2028
Dates:	On a date of your choice
Venue:	TBA
Course Fees:	Available on application
CPD Credits:	6 hrs

Also available to be run in-house to discuss your requirements contact us on 0203 170 5779or e-mail info@ctp.uk.com

Consultative Selling Techniques Course Outline

The Financial Services Industry is unique. The Feature-Advantage-Benefit method of selling no longer applies and a more sophisticated approach is needed. This Consultative Selling Techniques course covers the essential skills necessary to form longer term partnering relationships. The session will focus on the consultative approach and how to build trust and credibility in the eyes of the client so that your offering will be irresistible. You will learn how to understand the individual by in-depth questioning and influencing techniques to uncover specific needs and gets you to communicate your product/service to match those needs. You will understand what motivates people to accept propositions and how to present benefits rather than features. You'll develop enhanced communication skills and will refocus your attention from closing the sale to opening the relationship!

Who should attend?

This is an advance course for account managers and sales people who are involved in complex sales solutions and services. This course takes you beyond the ‘making a pitch’ sale and is for you if you wish to be regarded as an expert / consultant rather than as a sales person.

How delegates will benefit

By the end of this workshop you will be able to:
Understand the key elements of the consultative sales approach
Understand the different stages of the sales and decision-making cycle
Gain the client’s trust
Fully understand the client’s issues and how you can help
Establish explicit needs and challenges faced by your client together with their business drivers
Deliver value propositions to your client based on the knowledge gained
Use advanced questioning techniques
Understand how to persuade and influence people
Plan and prepare to achieve your goals

Training Approach

This immensely enjoyable, totally inter-active workshop will give you a lot of personal attention. Numbers are strictly limited for maximum one-to-one engagement. You will learn by doing, through group exercises and practice scenarios to consolidate learning

Your Tutor

See the Profiles of our Management Development Tutors

Programme Outline

SESSION	CONTENT
Consultative selling	Selling approaches Defining consultative selling Different stages of the sale Decision-making cycle
Building rapport & trust with your client	Importance of rapport & trust Importance of questioning skills to uncover all the client’s needs Building win-win partnerships
Advance questioning skills	Understanding and identifying the client’s needs Explicit needs vs. implicit needs How to uncover the REAL need
Presenting your case with impact	Getting your market to want what you’ve got Communication structures Putting forward a logical case Persuading with passion
Influencing and negotiation skills	Power of persuasion The persuasion process Identify different persuasion styles How to adapt behaviour to meet the style
Closing the sale or opening the relationship?	How to sell more – more products, more often, to more people Setting the strategy How to make it happen

Book now. Also available in-house contact us to discuss your requirements on 0203 170 5779
or e-mail info@ctp.uk.com

Corporate Training Partnerships - Transforming Talent and providing Practical Support: Dynamic Delivery

Booking

If you are interested in booking this course, or if you have any questions, please call call us on 01327 858307.

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““The review of our T&C scheme carried out by CTP really tested our controls and showed us how to make the approach more efficient in a practical and business focused context.”
- Liz Cameron, Head of Direct Sales Compliance, Scottish Widows
“Very timely, excellent content, covered a lot in a short time.”
- by Nicky Christofides, Head of Compliance at GE Money
“CTP provided us with a versatile range of training services from e based testing to technical modules and skills training for our advisers and sales management. They work quickly to satisfy deadlines and think creatively to achieve sustainable results. ”
- Ian Lockhart, Sales Operations Director, Scottish Widows
“I would recommend this event on Understanding Insurance Accounting to anyone new to the insurance industry whether or not they are proficient in financial accountancy. ”
- David Statham, Group Internal Auditor, IGI Insurance
“Role play situations really helped to put the theory of the course into an understandable context that I could relate to.”
- Countrywide
“An excellent industry focused overview of the subject pitched at the right level for all attending. We took value from the day as a team.”
- Barclays Insurance Services Ltd
“Good structure, content and pace of learning”
- Group Compliance Manager, Clarke Roxburgh
“An excellent all round briefing with detail and in depth exploration where necessitated”
- Tim Sierwald, Audit Manager, Assurant Solutions
“The session really made me think about the how to apply the theory of Risk Based Management. Lots of great thought provokers and break out sessions were extremely useful. ”
- Anna Mansbridge, Business Quality Technician, Allianz Cornhill
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- John Moffatt, Compliance Director, Riverstone
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- Legal & General
“A difficult subject communicated effectively and in a relaxed manner. Thank you.”
- S J Fisher, Managing Director, Colemans
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- John Constable, Head of People Development, JLT Risk Solutions Ltd
“A very succinct and highly knowledgeable explanation and presentation of the subject”
- Duncan Howorth, Managing Director, JLT
“CTP very quickly got to grips with our requirements and tailored the course to meet our needs. We had a fantastic dialogue going with our management group. ”
- MD, Assurant Solutions
“CTP's training gave me a vital opportunity to consider the Arrow 2 process and has given me a head start in preparing for this important business event ”
- Simon McCulloch, Business Development Director, Countrywide
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- Ceara Joyce, Head of Risk with Profits, Legal and General
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- Rensburg Sheppards
“This was fantastic - I would not hesitate to go on another of these courses in the future. Thoroughly recommended. Very good -knowledgeable & approachable”
- Harsa Charman, Liverpool Victoria
“Excellent course, useful practical tools given”
- Co-operative Bank
“Essential event for anyone attending an FSA ARROW visit meeting”
- James Cooper, Financial Controller, Locktons
“Very knowledgeable course leader who used his practical experience well.”
- By Derek Wood, Compliance Manager at Skandia UK
“Useful consideration of the compliance function in the round. Some good reminders and food for thought to help benchmark where our complaince function is.”
- By David Lingwood, Group Compliance Officer, IGI Insurance Co Ltd
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- Karen Martin, HR and Communications Director, Britannic Assurance
“I would strongly urge senior managers in the insurance industry to attend this course which really prepares you for FSA interviews.”
- Paul Williams, regional Managing Director, Folgate (Towergate)

Corporate Training Partnerships Ltd, London Office: 60 Lombard Street, London, EC3V 9EA. Tel: 0203 1705779
Milton Keynes Office: Suite 1:20, Second Floor, Norfolk House East, 499 Silbury Boulevard, Milton Keynes, Buckinghamshire, MK9 2AH Tel: 01908 488170

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