Consultative Selling: 7 Steps to Success

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.

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

Who Should Attend?