Consultative Selling

Course details

Nurturing, maintaining and developing the customer relationship is not an easy task. However, it is extremely crucial for the growth of any company, small or large. In order to truly understand how to keep customers happy, one needs to also understand why customers often leave. This comprehensive training takes the perspective of the customer and focuses beyond the rapport building at the beginning of the customer relationship, while getting to the core of customer relationship management.

This training is structured around understanding the customer's needs while also focusing on the tools needed to build a strong and long-lasting relationship with the customer. Attendees are also taught that by becoming a "consultant", they can then motivate the customer into becoming loyal to the "brand".

Expected Accomplishments

• Develop a long-lasting professional working relationship with the client/customer.
• Gain a greater awareness of how to build trust and how different types of behaviors interact in the selling environment affecting relationship building.
• Learn how to consistently communicate value throughout the whole selling interaction.
• Develop the questioning, listening, and analytical skills necessary to perform an in-depth analysis of customer the driving forces influencing their needs.
• Be able to gain, build and keep the loyalty of the customer.
• Apply rapport building techniques to get to the bottom of the customer's needs, while building trust.
• Become the customer's trusted 'consultant'.

Course Outline

|The Future of Selling

Sales Cycle vs. Buyer's Decision Process

Consultative Selling 

• What is it?
• The Philosophy behind It. 
• A Shift in Emphasis, 
• Selling in the Information Age. 
• Evolution of Consultative Selling.

Consultative Strategies 

• Developing a Relationship Strategy, 
• Developing a Product Strategy, 
• Developing a Presentation Strategy, 
• Developing a Customer Strategy, 
• In terrelationships of Basic Strategies.

Become A Trusted Advisor 

• Attitude ft Personality 
• Rapport
• Trust
• Communication, Listening Ft Emotion.
• Credibility
• Reliability
• Intimacy
• Self-Orientation
• Relevance

RADAR

• Why Ask Questions? 
• Why Ask Diagnostic Questions? 
• Asking Questions in Colors, 
• Sales RADAR

Value Creation 

• Customer Value Model

Decision Making Personality Styles 

• People Reading 
• Adapting Your Style

Creating Ideas That Stick

From Storytelling to Story Selling

The Psychology of Change

Necessary Actions 

• Actions to Take 
• Related Benefits

What Clients Say