Sales Skills: Consultative Selling Skills / Value Propositions

Course Overview

By understanding the individual using in-depth questioning and influencing techniques to uncover specific needs, you will actively contribute to enhancing long-lasting client relationships built on trust and credibility. The days of 'feature advantage benefit' selling are no more! Key buyers and decision makers are more sophisticated in their approach and therefore salespeople need to adapt their behaviours to form longer term partnering relationships.

Audience

For sales and account managers who are involved in complex sales solutions and services. This course is also suitable for sales executives moving into a consultative role.

Skills Gained

Delegates will learn to:

• Understand the key elements of the consultative sales approach.
• Understand the different stages of the sales and decision making cycle.
• Plan and prepare to achieve your goals.
• Gain the clients trust.
• Fully understand the client issues and how their business operates.
• Establish explicit needs and challenges faced by your client together with their business drivers.
• Deliver value propositions to your client based on the knowledge gained.

Course Outline

• Defining consultative selling vs other types of selling.
• The different stages of the sales and decision-making cycle.
• Territory planning and research techniques.
• The importance of influencing - internally and externally.
• The importance of questioning skills to uncover all the clients needs.
• Identify the key decision makers.
• Building relationships with your clients - building win-win partnerships.
• Explicit needs vs Implicit needs - understanding and identifying the client needs.
• Advanced questioning skills - how to uncover the real need.
• Presenting your case with impact.
• Influencing and negotiation skills.
• Using trading currencies.
• Practice scenarios to consolidate the learning.

Sales Skills: Consultative Selling Skills / Value Propositions / SS-CSS