Professions that will benefit from Consultative sales training and coaching include those seeking:
| Pharmaceutical sales training | Financial Services Sales Training | Sales trainers |
| Automotive sales training | Medical sales training | Sales team training |
| Insurance sales training | Business Systems Sales | Professional sales training |
Consultative sales training is designed to solve these challenges:
- Your sales team members are not developing a strong enough relationship with the key people in your marketplace
- Price is increasingly becoming a challenge and you are not able to sell at higher margins than your competition
- Your sales team is not positioned as the natural choice "solutions experts" in your Industry
- Your team gets stuck at features and benefits, rather than, ROI, solutions, and results
- Your sales team can’t comfortably engage in a conversation about your companies strengths in the marketplace
- Your sales cycle is becoming longer and longer with no link between sales interactions which makes sales budgeting and forecasting a challenge.
Who will benefit from Consultative Sales Training:
- Business to Business Salespeople
- Sales people engaged in internal telephone and face to face sales: Sales Executives, Account Managers, Internal Sales Executives and Business Development managers.
- Sales professionals with high value sales or long sales cycles
- Employees with previous sales experience and/or training as this is a more advanced sales training
- Sales Management looking for a mix of training and strategy – the workshop will give you and your team the structure to develop a more effective sales process.
- Companies open to new approaches to sales that will differentiate your company, products or services in your marketplace.
Who this Consultative Sales Training course is not for:
If you have a great sales and marketing process and clients are ready to buy prior to engaging you, either by face or phone interactions. Studies have shown that consultative selling may actually decrease your sales effectiveness.
Consultative Sales Training Course Structure:
This consultative sales training is run in a workshop environment facilitated by your expert trainer. Prior to the training your team will be set exercises to identify their sales strategy, their understanding of the marketplace, their sales tactical plan and their knowledge of your sales and buying cycle. During the workshop your team will be highly focused on developing your company specifics strategies for consultative selling.
Course Content:
- Why is there a need for consultative selling and how that consultative sales training meets those needs?
- Are your personal attributes a fit with this model of selling?
- What Attitudes, Behaviours and Skills do you need to be a ‘trusted advisor’
- The 5 Step Consultative Sales Strategy
- Mapping out and developing your buying cycle action map
- How to develop Irresistible value propositions
- How to develop creative solutions to common sales stumbling blocks
- Professional questioning and listening skills
- Why does your marketplace buy – the psychology of sales
- How to plan and manage the sales meetings and presentations
- How to pre-empt sales objections with proof, stories, ROI and Industry expertise
- Your long term client strategy plan – Do you have one?
- Developing post sales data and metrics to feed back to sales management
