Consultative Selling - Sales training
About this training
Traditional sales methods typically revolve around salespeople highlighting the benefits of products and services without considering prospects’ personal needs.
Consultative selling is a highly effective sales approach that provides solutions to a customer’s needs. Instead of focusing on the product or service, you learn to focus on the customer. The biggest advantage of the consultative selling technique is that it helps sales professionals build trust while simultaneously presenting themselves as an expert resource for their prospects. By truly understanding the challenges customers are facing, sales people can present their solutions in a more compelling and effective way.
That is the power of consultative selling.
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Included this free e-book 'Successful selling and prospecting' |
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Program
Each market, product or service is different. That's why this sales training course will start from the present structure of your company: Who are your clients? How does your market look like? What makes your product unique? What are your specific points of attention in the entire sales story?
For this training, we make use of the HBDI model. This model gives you a better insight in yourself, the way you communicate, your strong points and your points of attention. After charting your own personal profile, we will learn how to adapt to the communication profile of the client.
The following topics are addressed:
- Real life sales talk: basic principles for communicating with the client
- How to win your client's confidence: proper build-up of the sales talk and the importance of asking questions
- The use of body language, posture and attitude
- Dealing with criticism, basic principles of negotiation
- Exercises with video feedback
- Review and discussion of the simulation exercises, using the recorded video material and with a special focus on the do's and don'ts
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Included this free e-book 'Successful selling and prospecting' |
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Target group
The "Consultative Selling" course is aimed at experienced and beginning sales executives who want to optimize their selling expertise through a practice-oriented and ready-to-use training program.
Approach
In this straining course, we mainly work from the reality of the participant. This results in ready-to-use tools, tips and tricks, which are immediately put into practice using camera exercises and targeted feedback.
The participant will also be encouraged to get rid of his old working habits and to discover new paths. We will focus on the points in which we excel as salesmen and also on the specific points of attention. Improving these points of attention can turn a talented salesman into an absolute top seller.
Trainers
Results
In this practice-oriented course, you will learn to:
- Detect buying signals coming from your clients more quickly, and to adapt your argumentation, solutions and proposals to these signals
- Get a better insight into your own behaviour as a sales professional
- Quickly establish and maintain new client relations
- Sell more products and services to existing clients
Testimonials
“I wanted to learn the fundamentals of Consultative Selling. Through plenty of examples I could get a deeper insight in consultative selling and the sales process. I will share the learnings with colleagues and will make it part of every sales interaction.”
Mariska KoesslerRoche Diagnostics
“I was hoping to gain insights that will help me be more successful as a salesperson. The many tips I have received transcend the sales field and help me learn to better assess myself as a person. This is undoubtedly going to help me achieve more success in the sales arena.”
Sander GitsIntronics
“The trainer managed, in a practical way, to teach me useful things. The importance of asking open questions in the sales process and daring to adopt an assertive attitude. I can now apply this on a daily basis. The training has really flown by. It was a great learning experience! ”
Jo VandenbrandeGalapagos
Register
Choose the desired date and location for this training.
Traditional sales methods typically revolve around salespeople highlighting the benefits of products and services without considering prospects’ personal needs.
Consultative selling is a highly effective sales approach that provides solutions to a customer’s needs. Instead of focusing on the product or service, you learn to focus on the customer. The biggest advantage of the consultative selling technique is that it helps sales professionals build trust while simultaneously presenting themselves as an expert resource for their prospects. By truly understanding the challenges customers are facing, sales people can present their solutions in a more compelling and effective way.
That is the power of consultative selling.
|
Included this free e-book 'Successful selling and prospecting' |
|---|
Zemst - Elewijt Center
From
€ 695,00(VAT excluded)
Max. 12 participants
