Sales Excellence

CONSULTATIVE SELLING

Consultative selling skills for experienced sales people


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Consultative Selling

Improve consultative sales skills to deliver the optimal solution to your customers and grow revenues

Businesses don’t buy products, services or even people, they buy results. So today’s salespeople can only succeed by selling solutions which address their customers’ priorities.

Solution selling requires a special mix of skills. Drawing on the results of TACK’s regular research into ‘buyers views of salespeople’, this course helps individuals confidently explain how their solution contributes positively to their customers business goals, justify costs and sell Return on Investment and build strong personal relationships with different customer personalities, and sell consultatively.

In our latest research report, 71% of buyers said they would be looking for new suppliers in the next 12 months; make sure you’re on their radar!

 Overview

This 2 day course equips you with the unique mix of skills needed to evolve your sales approach from transactional to consultative selling.

 

 Audience

Those who have experience selling and want to develop their ability to sell solutions that address customer’s priorities and present offers in terms of their contribution to business goals.

 

 Key outcomes

  • Develop your own unique set of powerful questions to identify your customers’ true needs and what is important to them
  • Develop and create a ‘knowledge grid’ applicable to your markets and customers to build your personal credibility
  • Create effective numerical financial benefits of your value proposition showing your customers how they gain using your solution
  • Understand the different personality styles you will come across and how to adapt your communication style to theirs

 

 Price

Enquire for prices

 

 Duration

The course is typically held over 2 days

 

 You will leave this course able to:

  • Identify your customers’ true needs and priorities through having developed your own set of powerful questions to aid consultative selling
  • Create and communicate a powerful differentiated value proposition
  • Understand the principles of business finance and how your value proposition contributes to your customer’s ROI
  • Successfully develop and manage relationships with the different personality types of the key players in your accounts
  • Design and present your solution in a very clear and motivational way and win against tough competition
  • Successfully implement your solution – winning full cooperation from your own team and your customers’