Overview

The Consultative Selling Technique training course is aimed at skilling sales professionals in achieving long-term success. It is a technique that is used by intentional sales professionals to foster authentic, long-lasting and customer-centric relationships.

It’s not enough to be just the preferred vendor. Elevate your company to a trusted advisor position. True relationships based on trust foster loyalty which in turn builds a sustainable and win-win situation for both.

Skills Covered

  • Build rapport to gain trust
  • Apply personality style matching to uncover buying motivations
  • Using questions to explore and discover needs of the customer
  • Sell on the biggest benefits
  • Advocate for your clients quest for solutions
  • Prevent objections
  • Use different closing techniques
  • Find creative solutions to client’s problems
  • Become the customer’s trusted advisor

Prerequisites

There are no prerequisites required to attend this course.

Target Audience

  • All sales professionals
  •  Client account managers
  •  Pre-sales team members
  •  Sales engineers
  •  Business owners
  •  Anyone seeking to improve their ability to generate more sales

Course Curriculum

Module 1: Introduction

  • Needs and challenges
  • What makes a credible and trusted advisor
  • First-things-first: Prospecting & sales funnel

Module 2: Buyer’s Motivations

  • Self-assessment
  • Understanding personality styles
  • How to motivate buying decisions

Module 3: Consultative Selling (1)

  • Why people don’t buy?
  •  Build rapport by Associating (Like-Trust Model)
  •  Exploring needs using questions

Module 4: Consultative Selling (2)

  • Championing your client’s quest for solution
  • Upholding your client’s decision

Module 5: Objections Handling & Closing

  • Different types of objections
  •  LACAVA
  •  Different closing techniques
  •  What if they say NO?

Module 6: Essential Skills

  • Proactive client communication
  • Creativity in problem-solving

Dates & Locations

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Exam & Certification

This course is not associated with any Certification.

Training & Certification Guide

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