Consultative Selling Techniques
| Course Code: | 2028 |
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| 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 01327 858292
or 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
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| 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
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| Advance questioning skills |
- Understanding and identifying the client’s needs
- Explicit needs vs. implicit needs
- How to uncover the REAL need
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| Presenting your case with impact |
- Getting your market to want what you’ve got
- Communication structures
- Putting forward a logical case
- Persuading with passion
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| Influencing and negotiation skills |
- Power of persuasion
- The persuasion process
- Identify different persuasion styles
- How to adapt behaviour to meet the style
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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
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Money Back Guarantee
Corporate Training Partnerships offer a unique money back guarantee on all training courses.
We guarantee our training workshops or your money back. If you are attending a CTP event and are not satisfied by lunchtime of the first day, simply turn in your training materials and you will receive a full refund.
Attend one of our courses; then implement and use the strategies that you will learn and if you do not see measurable, tangible results in your performance then we do not deserve to keep your money - we will give you a full refund
Book now. Also available in-house contact us to discuss your requirements on 01327 858292
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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