Consultative selling

Summary

Understand client needs, motivations and concerns, and solve their problems whilst adding value.

Consultative selling focuses on creating value and building relationships and trust before discussing solutions, as opposed to the traditional “hard” sales process. This helps you to truly understand your clients’ needs, their motivations and the value you can add to their organisation. A consultative approach requires good listening and questioning skills to respond flexibly to customer situations and successfully deliver on their outcomes. 

Because it focuses on a partnership approach that benefits and provides long-term rewards for both parties, consultative selling is extremely effective in creating long-term, trusted relationships.

Who should attend?

Engineers involved in selling products or services to clients, both internal and external will gain immense value from this course. It focuses on a partnership approach that benefits the client and provides long-term rewards for both parties.

How will I benefit?

After the course you will be able to:

• Understand your natural sales style, its strengths and limitations, and have an action list to improve your performance

• Create effective partnerships with clients that are productive, meaningful, profitable and long-term

• Examine and practise the process of consultative selling to ensure a win-win approach

• Effectively use rapport, listening and questioning techniques to facilitate meaningful needs analysis with a range of clients

• Understand types of buyers and the primary methods of selling to them

• Acquire a thorough grounding in the sales process from an initial needs analysis meeting through to the final presentation and close.

• Feel confident in selling, using consultative methodologies with a wide range of clients

Key topics

• Definition of consultative selling and some of the principles

• Explore the communication process and examine the obstacles that can hinder it

• Understand core communication skills. Examine the key skills in relation to consultative selling, including rapport building, listening, questioning and handling objections

• Explore our own patterns of behaviour and communication how this can influence our sales styles. Assess how we deal with others and how to adapt our style to suit the individual and situation

• Influencing strategies and sales techniques to structure questioning and help positioning

• Build the organisational needs and values of clients and potential clients into the picture whilst using account management tools to plan strategy and set objectives

• Focus on types of buyers, their needs and building value into a proposition in order to gain commitment.

Meet our trainers

These trainers regularly teach Consultative selling.