Consultative Selling and Solutions Sales Training Courses
2 days £695+ VAT per person
(discounts for multiple person or multiple course packages, ask about our customised In House programmes)
Course Overview:
This is a fully comprehensive training programme focusing on a consultative selling style to gain buy in with multiple decision makers. Suitable for B2B, high value, complex solution selling or selling in a highly competitive environment. For In House programmes the course is customised to your specific needs, industry and the type of clients you do business with and target.
Who will benefit from this course?
This course is suitable for anyone with over 12 months sales experience and who's role involves winning and developing Key Accounts.
What will you gain from the course?
- A certificate to confirm your attendance on this course
- Structures and processes to follow to win and develop Key Accounts
- Electronic checklists and useful templates you can use and adapt to use to manage your Key Accounts post course
- Tips, techniques and essential consultative selling skills to successfully manage and win Key Accounts
- Practical application of the skills and techniques based on your role, what you sell and who you sell to
- An opportunity to relate most of the content of this course to your role so you can apply the skills easily and immediately
Course content includes:
- Research and preparation for meetings to increase credability and build strong business level relationships
- Sales and Buying processes for different type of sales opportunities and how you can influence & take more control at each stage of the buying process (major accounts)
- Qualifying process and questions to ask at every stage of the sales process to forecast accurately
- Consultative questioning skills and questions to ask to identify, create needs, cross sell and up-sell across the decision making unit & gain buy in at all levels
- How to identify real pain points to create urgency for action and enable client's to see the importance of action or change
- How to present your service or solution effectively and demonstrate a strong ROI and value proposition
- Devising easy to understand and logical ROI models and propositions for what you sell
- How to overcome objections successfully (price, competition, solution and proposal related)
- Ways to gain and test commitment at all stages (new to established client relationships)
- Planning and conducting effective face to face meetings to achieve your objectives (including managing and controlling meetings with multiple people)
- Learn how to develop supporters at all levels within an account, access and influence decision makers at all levels
- Identifying business and personal drivers for each type of decision maker role to gain buy
- How to overcome a client's fear of change of supplier, solution or service when they are happy with their current situation
- Negotiation and influencing techniques to minimise price reductions
- How to prioritise your accounts to increase your sales effectiveness
- Develop and present winning proposals, when and how to close
Wide range of open courses available starting from £195+ vat per person. Contact us for more information or to book a course
Preferential rates for multiple delegates. In House customised programmes could be more cost effective and beneficial for multiple delegates.
