Consultative Selling
Practical Training for Professionals
Summary
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Location & dates
Cheadle Royal Business Park
Cheadle
Cheshire
SK83FS
United Kingdom
Boar Lane
Leeds
West Yorkshire
LS15NS
United Kingdom
Temple Street
BIRMINGHAM
West Midlands
B25DP
United Kingdom
Brailsford Way
Nottingham
Nottinghamshire
NG96DL
United Kingdom
Overview
Consultative Selling - Overview
This course is for those who sell ideas, products and services and who want to develop a selling style where the emphasis is on developing the concept of sales conversations together with long term, stable future business relationships.
This Consultative Selling course is available throughout the UK.
CPD
Description
Consultative Selling - Timetable
9.30 to 9.45 Welcome and objectives
9.45 to 10.30 Defining consultative selling
(What are the key activities involved in consultative selling, the key roles to be played in consultative selling)
10.30 to 11.00 Types of sale we deal with. (High and low perceived value in the clients mind; sales techniques to use with each type of sale; defining features and benefits and using them with maximum impact)
11.00 to 11.30 Sales Advances (Defining sales advances, identifying some to use immediately, using them to measure progress on long lead time sales work, making the system quantifiable; improving your sales activity planning)
11.30 to 11.45 Coffee
11.45 to 13.00 Communication in selling (As a transmit / receive arrangement; Improving active listening skills; Using questions with maximum effect and with powerful impact; developing question models and softeners)
13.00 to 14.00 Lunch
14.00 to 14.45 A Consultative sales model (A 4 stage process you can use; knowing how to achieve each stage and the common pitfalls to avoid)
14.45. to 15.30 Role rehearsals
15.30 to 16.15 Dealing with resistance (Preventing resistance; signals to look pout for; proven techniques to handle resistance)
16.15 to 16.30 Action plans summarised and agreed
Consultative Selling - Benefits
- An understanding of the 3 key roles to be played
- The ability to determine what type of sale they are dealing with.
- A range of selling styles to suit every type of sale.
- improved skills in avoiding customer resistance.
- The ability to hold a sales conversation.
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Legal information
This course is advertised on reed.co.uk by the Course Provider, whose terms and conditions apply. Purchases are made directly from the Course Provider, and as such, content and materials are supplied by the Course Provider directly. Reed is acting as agent and not reseller in relation to this course. Reed's only responsibility is to facilitate your payment for the course. It is your responsibility to review and agree to the Course Provider's terms and conditions and satisfy yourself as to the suitability of the course you intend to purchase. Reed will not have any responsibility for the content of the course and/or associated materials.