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A Consultative Approach to Business Growth

The Marketors
Course summary
2 days
Worldwide
Next available date: Enquire for more information - Worldwide
Corporate Training for Teams
The Marketors

Course description

A Consultative Approach to Business Growth

Consultative selling is all about establishing and winning trust with your prospect, whist being able to demonstrate a thorough understanding of their pain points and signpost potential solutions.

This two-day high impact workshop covers:

  • Customer buying decision styles
  • Researching and preparing
  • Assessing styles (Self & prospect)
  • Building rapport
  • Situation analysis
  • Need Identification
  • Solution to need

This course is also offered online or as in-company training.

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Suitability - Who should attend?

This workshop is suitable for all sales related professionals who have at least one years experience in product or service sales and would benefit from adopting a more consultative led sales approach to researching, identify and respond to customers' needs.

Training Course Content

By the end of this intense two-day workshop you will have been exposed to consultative and value selling models you can adopt for your future business development. You will understand ‘value’ beyond price and be comfortable articulating this. The workshop will help develop your personal sales structure, how you effectively research and plan and enhance your confidence and communication skills.

Learning Outcomes

  • Define consultative selling
  • Introduction to consultative selling approaches
  • Consultative Versus Traditional approaches
  • Questioning & Listening techniques
  • Situation, Problem, and Identification of needs
  • Recognising areas to add value
  • Presenting Insights and perspectives
  • Using emotional intelligence
  • Why Emotional Intelligence?
  • The component parts of EQ
  • Mapping personality styles and adapting communication style
  • Creative thinking tools
  • Presenting with confidence
  • Proposal sense check
  • Adding value
  • Negotiating and closing
  • Lessons from CX (Customer Experience)

Expenses

The workshops are all in-house, can accommodate up to 12 participants and cost a total of £3000. A full workshop will therefore cost £250 per person.

About provider

The Marketors

The Marketors

The Marketors are a growing community of thought leaders and subject matter experts working across the sales and marketing professions who are passionate about raising individual and organisational capabilities to drive growth professionally and commercially. Delivering impact driven learning that...


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Contact info

The Marketors

415 Exmouth House
3-11 Pine Street
EC1R 0JH London

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Reviews

Average rating 4.7

Based on 3 reviews

D Feeney - Senior media consultant
(5)
Paul was very energetic as a trainer and his experience, anecdotes and overall delivery was fantastic
S Campbell - Media consultant
(4)
Loved the customer buying styles
B Stachan - Media consultant
(5)
Really intense to days! But enjoyable…and valuable
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