Introduction
This 5-day consultative selling methodology outlines the essential skills and processes needed to successfully close sales in a professional manner. A lesson will cover the basics of consultation selling, such as its history, methods, advantages/disadvantages, and common tools used in successful implementations
Course Objective
- Assessing customer’s obstacles & desires through probing questions
- Strategies for building meaningful connections
- Examining market trends to determine customer needs efficiently
- Closing techniques that ensure win-win deals
- Develop tailored solutions or packages that meet specific must-have criteria including budget frames
Course outline
Day 1
Preparation
- Introduction & Background on Consultation Selling
- Understanding your customer's needs, researching their industry & outlining objectives
- Learn key definitions and concepts related to consultative selling
- Gain an understanding of who your customer really is
Day 2
Building Rapport & Gathering Data
- Listening actively to customers while gauging buying signals
- Assessing customer’s obstacles & desires through probing questions
- Listening actively to customers while gauging buying signals
- Building Rapport & Market Analysis
- Establishing Credibility
Day 3
Presenting Solutions
- Articulating product features with an understanding of prospective ROI impact on clients’ operations
- Customizing pitches based on interests identified during data gathering session
- Presenting Solutions
- Articulating product features with an understanding of prospective ROI impact on clients’ operations
- Crafting Solutions & Negotiations
- Comprehensive Discovery Process
Day 4
Showcase Your Value
- Communicating value proposition cantered around a stated business goal by using clear anecdotes about how you meet those goals for past clients
- Showcase Your Value– Communicating the value proposition
- Overcoming Objections & Analysing Performances
- Solution Development and Must-Have Criteria
Day 5
Closing
- Navigating objections associated with cost or scope of work etc. if applicable without compromising quality standards set forth within the proposal
- Final Applications
- Client interactions collaboration
- Performance Measurement & Review
- Accurately measure success metrics
- Trials/Tests
- Innovative New Sales Solutions developments (including potential ROI)
- Set goals via quarterly reviews
- Performance vs milestones establishment
Credits: 5 credit per day
Course Mode: full-time
Provider: Blackbird Training Centre
