ISMM Consultative and Solution Sales
consultative and solution sales - 2 days
This is a fully comprehensive training programme focusing on a consultative selling style and developing a contact strategy 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.
Course content includes:
- Account win strategy model and managing opportunities
- 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 using FABIE,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)
- Gaining support internally and coordinating virtual teams for larger tender and contract projects
- 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 skills to overcome the challenges of the different professional buyer styles whilst minimising price reductions
- Effective communication methods and how to persuade, influence and build rapport
- Managing your time to increase your sales effectiveness (includes territory planning and account prioritisation)
- 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.
