Consultative Selling – Two Days

Since the 1940’s, there have been some five generations of selling, which one are you using when selling business to business?

Consultative Selling is in large part underpinned by the mind-set of those involved in the selling process. As one director said when experiencing a ‘light bulb’ moment on this course, “That’s it, we’ve got to think like we are the customer”. “We don’t sell to a customer, we are that customer”. In essence then, that customer would look to us when they had a buying need as we know so much about them, their vision, their competitors, their goals and achievements, their pressure points, their modus operandi. For them to go anywhere else would defy logic, we have effectively achieved competitor lockout and avoided a price war.

This practical and participative course examines the thinking and approach required to achieve a consultative selling relationship with a business customer. Delegates explore their current situation and what needs to happen to adopt a consultative approach.

What do delegates get out of it?

  • An appreciation of the five generations of selling
  • An examination of the Customer Value Proposition
  • Identification of the marketing positioning of their organisation
  • The elements that make a successful seller
  • Exploration of the ‘hard differentiators’
  • Five steps to selling the difference
  • An understanding relating to the consultative partner relationships
  • Knowledge of the four principles of consultative partner selling
  • Understanding of the difference between Vendor and Consultative selling
  • How to partner a customer manager
  • Consideration of their competitive advantage
  • How to assess possible leads using their organisations ‘norms’, their customers and the industry standard
  • Appreciation of the eight stages of the consultative selling process
  • How to overcome objections
  • How to check out a prospect

What’s been said by those attending it:

‘An excellent course, informative and helpful, particularly eight stage sequence’.
‘Excellent course in depth and to the right level’.
‘Some very interesting points made’,
‘Clear concise training with active discussion encouraged’.
‘An interesting new approach to selling’.

For your reference, please download a course outline here.

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