The Consultative Selling Edge

 

Introducing our comprehensive training programme designed to empower your sales team with the essential skills and strategies needed to excel in today's competitive marketplace.

Our programme begins by emphasising the importance of building trust and rapport with potential clients, laying the groundwork for lasting and fruitful relationships. Through personality style matching techniques, participants will gain invaluable insights into understanding customers' preferences and motivations, enabling them to tailor their approach effectively.

We delve into leveraging the unique advantages of your offerings during the sales process, ensuring that your team communicates the value proposition with clarity and conviction. By aligning your solutions with clients' specific needs and challenges, participants will learn to position your offerings as the perfect fit, driving higher conversion rates and customer satisfaction.

With our training programme, your sales team will emerge equipped with the tools, techniques, and mindset needed to drive success and elevate your business to new heights.

 

Who are we looking for?

Trainee / participant characteristics and targeted industries:

This Consultative Selling Edge training course is designed for sales professionals seeking to excel in consultative selling. It is suitable for participants from various industries and backgrounds.

It applies to executives and managers in many businesses, wide range of organisations and sectors who have responsibility for ensuring that data analysis and marketing.

 
 

By the end of the training programme, a participant / trainee should be able to:

  • Build a strong foundation of trust and rapport with potential clients.

  • Develop personality style matching to better comprehend customers' purchasing decisions.

  • Apply the most significant advantages of your offerings during the sales process.

  • Create alignment with clients' needs and position your offerings as the solution to their challenges.

  • Learn a variety of closing techniques to confidently secure deals.

  • Develop principled negotiation techniques to deliver maximum value to clients.

  • Create customer-centric relationships with key accounts.

 
 

Course Content/Outline

Module 1: Introduction to Consultative Selling

  • Description: In this module, participants will be introduced to the fundamental concepts of consultative selling. They will gain an understanding of the unique needs and challenges of potential clients and learn how to position themselves as credible and trusted advisors.

  • Key Activities: Participants will engage in a group discussion to identify specific challenges they face in their sales roles. This will be followed by a workshop on expressing their unique voice to effectively communicate with clients.

 

Module 2: Building Trust and Rapport

  • Description: Building trust and rapport is essential in consultative selling. In this module, participants will explore the reasons behind hesitations in buying decisions and learn how to overcome them.

  • Activity: Participants will engage in a role-playing scenario where they have to build trust and rapport with a skeptical client. This activity will challenge them to apply the concepts learned and effectively address client concerns.

Module 3: Essential Sales Skills

  • Description: Active listening and creative problem-solving are critical skills in consultative selling. This module focuses on honing the ability to actively listen to clients, a skill that forms the foundation of effective communication.

  • Activity: Participants will practice active listening skills in pairs and then collaborate in groups to solve a real-world sales challenge using creative problem-solving techniques.

Module 4: Marketing and Innovation in Sales

  • Description: This module introduces the idea that marketing and innovation are integral to successful sales. Participants will explore how innovation can be applied in consultative selling to create unique value for customers.

  • Activity: Participants will engage in a debate on innovation in sales and identify areas for innovation in their sales approach.

Module 6: Philip Kotler's Five-Stage Model

  • Description: This module delves into Philip Kotler's five-stage model (awareness, appeal, ask, act, and advocacy) and its relevance to the sales process. Participants will learn how to map the customer's journey during the different parts of their purchase process.

  • Activity: Participants will work in small groups to create a customer journey map for a specific product or service, identifying the customer's needs and priorities at each stage. This will be followed by a workshop on using the AIDA model in online advertisements and personal selling through new media.

Module 7: Highlighting Key Benefits

  • Description: In this module, participants will become experts in highlighting the key benefits of your offerings. They will learn how to champion their clients' quest for solutions and effectively emphasize the primary benefits during the sales process.

  • Activity: Participants will present the primary benefits of your offerings in a role-play exercise. They will receive feedback and enhance their benefit-focused selling approach.

Module 8: Brian Tracy's "Sell Naked" Sales System

  • Description: This module introduces Brian Tracy's "Sell Naked" sales system, emphasizing simplicity and authenticity in sales. Participants will learn how to apply this approach to build trust and create straightforward and honest sales interactions.

  • Activity: Participants will engage in authentic sales role-play scenarios, focusing on clear and honest sales interactions.

Module 9: Nurturing Long-Term Relationships

Description: This module focuses on maintaining rewarding, customer-centric relationships with key accounts. Participants will gain insights into strategies for client retention, referrals, and long-term loyalty.

Activity: Participants will create a client retention plan for a key account they manage and present it for feedback.