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Sales and MarketingConsultative Selling: 7 Steps to Success


  • Back
  • SpainBarcelona
  • 04 - 08 Sep 2023
  • 20 CPD hours
  • $4,900.00
  • Overview
  • Course Outline
  • Scheduled Dates

Course Overview

Consultative selling, or solution selling, is a needs-based selling approach that focuses on building relationships with prospects and customers and identifying solutions to their challenges through strategic questioning and active listening.

In today’s fiercely competitive marketplace buyers have endless options available.  Having a good product is no longer enough.  Succeeding in this competitive environment means understanding the changing world of your buyers and adjusting your sales approach accordingly to drive meaningful value.  

Successful sales people build strong relationships with their prospects and customers and demonstrate a deep understanding of their needs and problems.  On this course delegates will learn how to act as trusted advisors who can help solve those problems and identify new business opportunities using a consultative sales approach.

This course provides a simple seven step approach to consultative selling which builds value for both you and your customers.

Objective:

By the end of this interactive training programme, you will be able to:

  •   Understand and apply the consultative selling approach. 
  •   Develop more and better business opportunities.
  •   Build trust with your prospects and customers
  •   Understand the decision-making process and adapt appropriate selling strategies for each phase of the process. 
  •   Recognize and win over key influencers in the complex sales structure of large organisations.
  •   Become a problem solver for clients rather than a product promoter.
  •   Propose tailor-made solutions that win business
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Course Outline

Introduction to Consultative Selling

  • What is consultative selling?
  • How is it different to traditional selling?

Step 1 - Research

  • Find out as much as you can about your prospect/customer’s business needs
  • Qualify leads and focus on the most promising opportunities

Step 2 – Build Trust

  • Build credibility and trust
  • Strategic questioning skills
  • Active listening skills

Step 3 – Position yourself as a trusted advisor

  • Positioning - differentiate yourself in the market
  • Share insights and demonstrate your understanding of the customers’ situation

Step 4 - Identify Opportunities

  • The Buying Decision Cycle
  • The decision-making process and selling strategies for each phase of the process. 
  • The key influencers in the complex sales structure of large organisations. 
  • Identify opportunities
  • Agree timelines and budgets

Step 5 – Propose Solutions

  • Design solutions customised to your customer/prospects’ needs
  • Use your prospect/customers’ language to prompt action
  • Negotiate a winning deal

Step 6 – Follow Up

  •  Confirm what has been agreed in writing
  •  Address any outstanding concerns
  •  Agree next steps

Step 7 – Close

  •  Closing techniques
  •  Post-sale relationship
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Schedule & Fees

2+1Offer

Get the most out of group training with our special discount! Register 3 of your participants together on the same course and only pay for 2.

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5 Days 20 CPD hours

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London

London

$4,500.00

  • Management

5 Days 20 CPD hours

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Barcelona

Barcelona

$4,900.00

  • Management

5 Days 20 CPD hours

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Madrid

Madrid

$4,900.00

  • Management

5 Days 20 CPD hours

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Cyprus

Cyprus

$4,900.00

  • Management

5 Days 20 CPD hours

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London

London

$4,500.00

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Consultative Selling: 7 Steps to Success

  • SpainBarcelona
  • 04 - 08 Sep 2023
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