Consultative Selling

Culturally over the last 10 years there has been a significant shift in the attitude and behaviours needed in customer service. Where as once sales and selling were a notable and prestigious idea we now see that peoples reaction to being ‘sold to’ is to resist – even when they are interested in the product or service! The implication is that the field of sales or business development has become one of understanding in detail the needs of the client and providing specific bespoke solutions.

In other words sales people now rely on the key skills of consultancy in order to meet client expectations.

PROGRAMME AGENDA:

– Understanding that what we sell isn’t what clients buy
– How to uncover and effectively question clients for needs
– Distinguishing your unique selling points to clients
– Building bespoke tailored solutions
– Overcoming objections
– Learn a strategic consultancy track
– Listening for key points of leverage
– How to dig deeper and create a sense of urgency