Consultative Selling

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DESIGNED FOR:  Sales managers and sales representatives who make one-on-one sales calls. 

RESULTS:             After this programme, you will: sell products and services that match your clients' needs.

CONTENT:            This four-module programme reviews key concepts for focusing on clients' needs and getting sales that will stay on the books.                                                                       

 Module 1

Ø       Components of communication

Ø       Motivational factors

Ø       The four Communication styles and their influence on a sales interview

Ø       Are you Visual or Auditory?

Ø      Who do we need to influence (different generations = different needs): Swing Generation. Baby Boomers, Generation X and Generation Y                    

 Module 2

Ø       Prospecting: natural markets, centres of influence, nests   

Ø       Telephone approach 

Ø       Needs vs. Benefits

Ø       Asking the right questions at the right time

Ø       Listening and showing empathy 

Ø       A five-step face-to-face selling approach: the fact-finding interview, presenting solutions and closing                                    

 Module 4

Ø       Goal Setting and Activity Management          

Ø       Maintaining long-term relationships with clients

DURATION:           Four three-hour sessions or two full days