Consultative Selling (2 day)

Start date: 22 January 2020

Duration: 2 Day (22nd Jan & 29th Jan) - 9:15am - 4:30pm

Location: Crowne Plaza - Dundalk

Certificate: N/A

Cost: €269 (€299 for Chamber Members)

Course code: N/A

Programme overview

Consultative Selling is an approach to selling in which the customers needs are used as the basis for the sales dialogue. Here, the sales person learns about customer needs before talking about products or services.

Product knowledge is transformed into a tailored solution when delivered and positioned based on the clients needs and language. With Consultative Selling, the clients needs come first.

Needs are identified through a combination of preparation and effective drilling down into client answers. Consultative selling takes the hard edge from selling replaces it with a strong but flexible edge that custom fits the clients needs.

Learning Outcomes

  • Understand Consultative Selling
  • Know the 6 steps of Consultative Selling
  • Master a consultative selling process to accelerate the sales cycle
  • Learn the psychological tools and techniques of successful selling
  • Develop a consistently positive attitude to generate predictable sales results

Who Is This Course For?

This course is suitable for anyone involved in sales


1. Preparing for Success

  • Understand the role of professional sales in today’s economy.
  • Define the selling process
  • Prepare for the sales call
  • Evaluate selling skills & establish meaningful objectives for this training

2. Building a Rapport

  • Understand & apply a proven selling process to create partnerships
  • Learn how to make customers eager to talk with you
  • Establish immediate credibility to build alignment with customers
  • Learn effective networking techniques

3. Generating Interest & Identifying Needs

  • Generate inital interest
  • Uncover and appeal to different customer interests
  • Use powerful open questions to get the information you need
  • Widen the customer expectation gap to create interest
  • Find out the primary buying motive

4. Providing Solutions

  • Steps to present solutions
  • Find out facts and benefits of your product
  • Define FABs, USPs, UPBs and AIDA
  • Use evidence and make an evidence book
  • Present solutions that are persuasive and convincing

5. Appealing to Motive and Gaining Commitment

  • Evaluate buyers to move the sale forward
  • Use “Language Movie” to engage the customers emotions
  • 6 ways to ask for the sale with confidence

6. Resolving Objectives

  • Find points of agreement to lower customer resistance
  • Learn special processes to resolve objections
  • Ask the right questions to uncover hidden objections

7. Uncovering Opportunities

  • Penetrate existing accounts
  • Prospect for results to fill your sales pipeline
  • Create a referral network of champions who bring business to you

8. Mastering the Selling Process

  • Tie the sales Process together
  • Build on the successes you have experienced in this programme
  • Develop a motivating personal vision to ensure higher levels of sales success

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Applications Closing on 21/01/2020

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