|
People buy from people they trust and who understand their issues. The way a sales person develops a relationship with their customers is key to their success. Sales people who focus on the customer and their needs are more likely to be valued for their advice and trusted.
Principles of Consultative Selling is based on three core principles
- Focus on the customer
- Earn the right to advance
- Persuade through involvement
These underpin the techniques outlined in this course for progressing through the steps in the sales process and closing on a solution that will delight the customer.
 further details
 hide
The Principles of Consultative Selling enables learners to
- Understand the core attitudes and beliefs shared by successful sales people and place them at the heart of their approach
- Navigate the steps involved in the consultative selling process
- Develop and use their key selling skills to build more effective relationships with their customers
- Develop intelligent questioning strategies
- Make the most out of meetings with customers and potential customers
- Create compelling 'intelligent stories' that will engage a potential customer's interest
- Help customers to understand their needs and involve them in developing appropriate solutions
Learning outcomes
Core principles
What are the core principles of successful selling?
How do I focus on the customer?
How do I earn the right to advance?
How do I persuade through involvement?
What will happen if I ignore these principles?
Key selling skills
What is "connecting"?
What is "questioning"?
What is "encouraging"?
What is "confirming"?
What is "providing"?
How does this link to the core principles?
Meetings with customers
How should I structure a sales meeting?
How should I open a sales meeting?
What is "advancing" and how do I do it?
How should I conclude a sales meeting?
How does this relate to the core principles?
The consultative sales process
What is the consultative sales process?
What are the steps of the consultative sales process?
How can I move a customer up the steps?
How can I make sure a customer doesn't go back down a step?
How does this relate to the core principles?
Target audience
This course is the ideal introduction to the sales process for anyone new to selling and a useful refresher and practice tool for more experienced sales people.
See also:
 The Consultative Sales Process
Conversations with Customers
Negotiation Skills for Sales People
Account and Territory Management
The Internal Sales Person
|
|
|
Professional Development
