Consultative Selling

Customers have more choice and more information than ever. They buy from people who understand their business and help them solve a real problem. This workshop gives sales teams a clear, structured way to do that, from the first call to a committed customer.

Participants work on their own accounts throughout, so they leave with a plan they can use the next day.

Who is it for?

Sales executives, account managers, relationship managers and business development teams who sell to corporate customers.

By the end of the course, participants can:

• Explain their value clearly and with confidence

• Plan a sales call with a clear purpose

• Ask questions that uncover real needs and urgency

• Adapt their approach to different customer styles

• Handle doubts, objections and delay tactics

• Gain commitment and move the sale forward

Sample Agenda

(Duration: 1 to 2 days)

MODULE 1: TUNING THE MINDSET

• Understanding value drivers

• Connecting to the customer buying process

MODULE 2: DISPLAYING CONFIDENCE IN OUR OFFERING

• Defining and believing in our value

• Analysis of competitors

• Having a positive mindset

MODULE 3: CONNECTING WITH OUR CUSTOMERS

• Using referrals

• Having a clear purpose for the sales call

• Creating a strong first impression

• Developing steps to monitor progress

MODULE 4: CUSTOMER NEEDS AND WANTS

• In-depth questioning to explore customer issues and challenges

• The C-A-S-H approach to identify strong needs and urgency

• DiSC communication styles to understand emotional needs

MODULE 5: RESOLVING

• Handling doubts, indifference, misunderstandings and objections

• Stalling, put-offs and other delay tactics

• Mirroring and cushioning techniques

MODULE 6: COMMITTING

• Setting goals to move the sale forward

• Gaining commitment

• Building a strategy for a partnership relationship

The course closes with a summary and an individual action plan.

Tools you will learn

• The PICS Model for a structured sales process: Planning, Identify needs, Customer proposal, Secure business

• The DiSC model and the Platinum Rule: treat people the way they would like to be treated

• C-A-S-H questions to move from possible needs to clear needs

• Feature, Advantage, Benefit to show what your offer means for the customer

• Feel, Felt, Found to respond to objections with empathy

How we train

We follow our T.A.P.E. method: Theory, Application, Practice, Evaluation. Expect role-plays, real account exercises and direct feedback.