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Customer Service and Sales Courses

Consultative Selling

Course Overview

Consultative selling skills are an essential skill to have in today’s business environment because they provide the ground work for developing trust with a client. Trust is essential in ensuring a client is truly receptive to your ideas and viewpoints, which might differ from theirs. Where there is no trust, or it has not been established fully, the buyer will remain dubious, perhaps suspicious and may well look to other providers for a solution or product.

Developing a trusted advisor status has become key in today’s competitive market place.

Without trust, you’re left to compete only on features and price along with everyone else.

This course is designed to move sales people on from the basics of ‘show-tell-sell’ to the level of a sales consultant, where there is a focus on identifying and satisfying the real needs of clients. Participants will learn how to build the all-important trust, ask the questions that identify these real needs so that the appropriate advantages and benefits can be presented. They will learn to listen more carefully, to ensure they are able to identify and act on buying signals, overcome objections and close more sales.

Please note, this course can be delivered as virtual instructor led training (VILT), face to face, or it can be delivered with a blend of both formats. We will customise the content and duration in line with your learning and development requirements.

Typical learning outcomes

  • Develop effective consultative selling techniques
  • Understand the importance of trust and learn techniques to develop and maintain it
  • Plan effective sales strategies
  • Build long-term business relationships
  • Overcome objections
  • Close more sales
  • Understand the importance of planning
  • Develop a personal action plan

Course format options

  • In House Course
  • Prices available on request
  • Virtual

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