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Consultative Selling Skills

Brilliant Customer Service
Course summary
1 day
199 GBP excl. VAT
English
Nationwide
Next available date: Enquire for more information - United Kingdom
Corporate Training for Teams

Course description

Consultative Selling Skills

Overview

This two-day workshop will help you create, develop and close business opportunities using a consultative approach and a value-based (not price or product-led) proposition. It is suitable for B2B and B2C markets. Value-based selling means working the way your customer wants to buy, not how you want to sell. It also means:

  • Focus on what the customer wants and how they like to buy, not just presenting products.
  • Exploring and defining the value associated with solving or achieving customer needs and objectives – benefits not just features
  • Matching your solutions to customer requirements and suggesting additional or linked products and services
  • Looking beyond what the customer is enquiring about or currently buying now - up-selling and cross-selling
  • Creating a positive and enjoyable buying experience based on trust and rapport
  • Finally, it is about creating compelling reasons to choose your proposition that are not based solely on price

In a transactional sale the customer knows the answer without help from a salesperson (or cannot see why they should choose you), or is prepared to stay with what they have Customer decision criteria are price and convenience and customers resent time spent with (new) salespeople, mainly because the salesperson adds little or nothing to what the customer already has and just wastes time.

In a consultative or value-based sale, by contrast, the customer doesn’t know the answer already. The salesperson must take the role of an advisor, not just a ‘product promoter’. Customers demand expertise, advice and customisation during the sales process. Often customers insist on multiple meetings with salespeople and others to develop advantages that you can bring and reduce the perceived risk of changing. In this way the salesperson often adds more value than the product or service alone.

Suitability - Who should attend?

Pre Course Questionnaire and E Learning

All customer service and sale staff, technical and financial professionals, managers and directors

Training Course Content

Workshop objectives

This very practical workshop will help you use proven strategies and tactics to build, manage and successfully close sustainable business opportunities using a consultative approach and a value-based (not price-led) proposition. This includes:

  • Increased impact of your new sales conversations, presentations and proposals - leading to faster decisions and increased conversion
  • Greater confidence, consistency and professionalism throughout the business development process
  • Enhanced sales questioning skills and techniques, leading to better, faster and more accurate development of customer needs, problems, value and expectations
  • Improve your people, communication, influence and persuasion skills when approaching, consulting or presenting your services and solutions
  • How to build value at all points in the customer’s buying process through your knowledge, skills and structured approach
  • Proven ways to gain additional business and referrals from existing customers and contacts, through direct approach and lead generation
  • Being better able differentiate your firm, your solutions, track-record and expertise clearly and accurately with tailored value statements for each stage and for each opportunity
  • Overcome and avoid price-based objections, buying criteria and negotiation

Expenses

Price from 199 GBP per person.

About provider

Brilliant Customer Service

Customer service, support and consultative selling skills training and coaching

We specialise in providing a range of proven training courses delivered by a team of expert consultants and facilitators. There are a core of main courses available in a range of formats, including one day and half day in-house workshops...


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Brilliant Customer Service


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