Introduction
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.
This course will be delivered using a blend of face to face tutor led workshops and online eLearning.
The course will consist of 5 tutor led workshops where exercises in the elements of sales planning will be practiced and sales techniques demonstrated.
This Consultative Selling Course has 6 eLearning modules, containing 27 lessons, each approximately 8-10 minutes in duration. At the end of each video lesson there is a quiz that will test your knowledge of the material. A transcript is available for each lesson.
The module and lesson breakdown for this course is as follow:
Module 1: Introduction to Sales Planning
1. An Overview of Sales Planning
2. The Importance of Sales
3. Qualities of a Good Salesperson
4. Prospecting
5. Pre-call Planning
Module 2: Opening a Sales Call
1. The Open
2. Customer Engagement
3. Understanding the Customers Business Needs
4. Demonstrate Expertise and Knowledge
5. Communication
Module 3: Customer Behaviour
1. Understanding the Customer
2. The Buying Decision Process Model
3. Buyer Motives
4. Customer Attitudes
Module 4: Customer Requirements
1. Questioning Skills
2. Listening Skills
3. Features vs Benefits
4. Matching Benefits to Customers’ Needs
Module 5: Handling Customer Objections
1. Customer Objections
2. Price Objections
3. Non-Price Objections
4. Buying Signals
5. Negotiation
Module 6: Closing the Sale
1. How to Close a Sale
2. Types of Closes
3. Follow up
4. Ready to Sell?
On successful completion of the course assessments, learners will receive a QQI Level 6 Certificate in Consultative Selling (award code 6N2054)
The learner must complete a skills demonstration worth 75% of the overall course mark and an assignment worth 25% of the overall course mark. The details of the assessment briefs will be provided by the tutor.
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Classroom Consultative Selling Training
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