Categories: Consulting Skills ,  Sales and Selling Skills

****Please be advised that the price shown is a guide price based on 6 delegates attending the course. This is an In-House only course and your final price will be calculated upon enquiry. The final price will be dependent on your individual requirements.****

AIMS AND OUTCOMES

By the end of this module you will:

• Be able to describe the Consultative Selling approach
• Link the sales process with the 5–step Consultancy model
• Recognise the need to use some marketing principles about segmentation and positioning – and apply them to your selling
• Be able to identify and qualify potential customers more effectively
• Use the customer record system to develop your contacts within the prospects and customers and to understand the Decision Making Unit
• Know how to create the right impression and relationship with the client in order to use a Consultative Selling approach
• Be able to gain the client’s trust in order to fully understand their business and the issues they face
• Establish the client's key business drivers and the challenges they face by using a thorough questioning approach
• Create more opportunities within clients through this
• Build value propositions from the knowledge gained from the client
• Be able to use a benefit selling approach with confidence
• Ask for commitment with confidence
• Treat sales meetings as commercial discussions and be thought of as a business advisor by your customers

PROGRAMME

Introductions and objectives
- “get to know you” activity
- First Impressions exercise?

What is consultancy? What is consultative selling?
- ideas and definitions
- differences from other types of selling
- what is required?
- exercise
- customers or clients – what’s in a name?

The 5 steps for professional consultancy
- Block’s model
- links with your sales process

Planning for Consultative selling
- managing and using your records
- preparation/qualification/enquiries
- market and industry awareness
- preparing yourself
- the Decision Making Unit

The communication process- reminder
- exercises
- the process
- the barriers
- specific skills for consultative selling

Who to talk to?
- implications for contact levels
- exploring and expanding the DMU
- exercise

Before the meeting
- preparing yourself
- set your objectives
- consider theirs

The first impression – as a consultant
- so important
- your internal script!
- the skills to use
- begin your influence here
- exercise

Establishing the trust – fast!
- gaining rapport
- exercise
- levels of listening

Finding the issues
- needs and wants, are they real?
- get to the real business issues
- what is happening in their market or sector
- questioning and listening skills
- creating needs – and uncertainty

Dealing with multiple interests
- influencing skills
- handling potential conflicts - constructively
- “Conflict Style”
- review and implications
- conflict integration

Why people buy
- emotion -v- logic
- needs and wants
- checking them out

Identifying your solution
- what do you have to offer?
- designing the options – and involving them
- check the acceptance

What your company has to offer
- features, advantages, benefits
- products/services/usp’s
- benefit packages
- exercise

Building value propositions
- what is value?
- check first!
- structure the concept
- exercise

Double check the details
- the commercial arguments
- the administrative side

Talk cost and return
- pre-empt price objections
- justify your solution with confidence
- exercise

Signing Up
- steps in the sale
- buying signals/trial closes
- asking for it - final closes
- practical exercise

Retain the relationship – and grow it
- now it begins
- plan to follow-up
- maintaining contact – reasons for?
- exercise

Personal action plans, summary and close