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A Consultative Approach to Business Growth

Intermediate

Mastering Sales Conversations

Course Code: TM76

Duration: 2 days

Overview

Consultative selling is all about establishing and winning trust with your prospect, whist being able to demonstrate a thorough understanding of their pain points to signpost potential solutions.  The consultative selling approach puts the buyer's needs over the needs of the salesperson, the sales person becomes a trusted adviser that identifies solutions to their challenges through open-ended questions and active listening.

Who Should Attend

This workshop is suitable for all sales related professionals who have at least one year’s experience in product or service sales and would benefit from adopting a more consultative led sales approach to researching, identify and respond to customers' needs.

Benefits

By the end of this intense two-day workshop you will have been exposed to consultative and value selling models you can adopt for your future business development. You will understand ‘value’ beyond price and be comfortable articulating this. The workshop will help develop your personal sales structure, how you effectively research and plan and enhance your confidence and communication skills.

Learning Outcomes

  • Introduction to consultative selling approaches
  • Consultative versus traditional approaches
  • Questioning and listening techniques
  • Situation, problem, and identification of needs
  • Recognising areas to add value
  • Presenting Insights and perspectives
  • Using emotional intelligence
  • Mapping personality styles
  • Creative thinking tools
  • Presenting with confidence
  • Proposal sense check
  • Negotiating and closing
  • Lessons from CX (Customer Experience)

How to take this course

In-company Training

E Learning

Public Courses

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