Consultative selling is a sales approach that prioritises relationships and open dialogue to identify and provide solutions to a customer’s needs.

Rather than telling customers what they need, you ask thought-provoking questions that help them define their own requirements.

With a consultative sales approach, customers will steer themselves into making their best decision.

The benefits of this approach is the implementation of shorter sales cycles with new and existing customers.

The aim of this course is to equip the learner with the knowledge, skill and competence to conduct professional sales using a structured consultative selling approach.

On completion of this training course, you will be able to:

• Understand the importance of sales to companies and the sales methodologies used by different types of company.

• Define and analyse the qualities of a good sales person.

• Understand how to create an effective sales presentation, through effective planning, understanding customer needs and building trust.

• Utilise a variety of verbal and non-verbal communications techniques to enhance the selling relationship including appropriate questioning methods to understand business needs.

• Recognise and respond appropriately to customer behaviours exhibited by buyers with differing personality types and buying motives.

• Demonstrate the ability to establish the benefits of the sales product or service to the customer by matching the product features to the customer needs.

• Understand the different types of customer objections (both price and non-price based) that may occur and how to deal with these in a collaborative win-win fashion.

• Analyse the different type of closing methods that are used for different sales situations and demonstrate their effective use.

• Understand the techniques in following up on positive sales outcomes to introduce further sales opportunities.