Consultative Selling

Cost: £185 + VAT

Date: 01 and 08 February 2012

30 May 2012 and 6 June 2012

Duration: 2 days

Introduction:

This course is designed to improve sales skills to allow for greater sales success and professional client relationships. Day 1 will focus on the sales structure and refining skills and Day 2 will focus on polishing account management skills.

Course objectives/key benefits:

Delegates will be able to review their understanding of what really good selling is by
Reviewing the sales structure and considering what communication methods to use most effectively at different stages of the process.
Getting a deeper understanding of good account management and building an on-going dialogue with their clients.
Being focused and targeted about how to focus their time to get the best results.

Each person will leave the course with a sales strategy to action.

Who the course is aimed at:

Sales people who would like to refine their skills and take a more consultative approach to their selling style.

Course content:

Day 1

What is selling and buying
The principles behind selling consultatively
The stages of selling including: Preparation, Introduction, Questioning, Presentation, Objections,Closing, Follow up and Review
USPs and FABs
Communication methods:Phone calls, E-mails, Face to face meetings, Networking, Social Media

Day 2

Building your territory
Customer relationship management systems(CRMs): Customer history and data, Planning, Analysis
Focusing your time in the right way
Working with our clients – Rapport Building
The importance of testimonials
Your sales strategy

Course Tutor:

Rachel Williamson

Training method:

This is an interactive workshop where everyone will be encouraged to share their experiences. It involves direct teaching, deomnstration of tools and ideas. It includes individual, partner and group work.

Course outcome/qualification:

PTC Certificate of Attendance

Pre-requisite knowledge/qualification:

None.

Recommended follow up courses:

Public Speaking and Presentation Skills