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Sales and Account Management Skills
Consultative Selling Skills [Item Ref. 186]
Summary
Course OverviewMultiply the number of sales successes with both existing and new customers with this powerful course aimed at fully equipping sales people to sell with a more collaborative selling style.
Understanding customers’ buying styles is now key to the success of the field sales person, telephone account manager and key account manager. No longer will a product, features, benefits style of selling succeed with all customers. Many customers are looking for a problem solving sales approach involving the ‘co-creation’ of a solution. This is what the course focuses on and the sales results which follow can be literally unbelievable as delegates adopt a consultative, customer centric, approach to selling.
If you need to change the old mindsets of sales people, given them fresh insights, and equip them to sell to the successful organisation of the future then this is the course you have been looking for.
The course content includes a comprehensive trainer’s guide, full set of delegate handouts, exercises, and accompanying PowerPoint slides.
Optional, additional material
Why not use in this course the following selection of other sales tools and techniques relevant to Consultative Selling:
- Adding value in the sales process using specialists.
- Territory Planning and Personal Productivity.
- Improving Your Problem Solving Skills.
Find these in the Complementary Materials Section for this course.
Course length:
Minimum 775 minutes excluding breaks.
You can easily adapt this product for use in online learning and online education programmes as well as an inclusion in your learning online resources.
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