Consultative Selling Group

Course details

Learning Outcomes on the completion of this programme will be as follows:

• Examine the theories, strategies and components of a consultative sales process
• Analyse customer requirements through analysis of buyer behaviour theories
• Employ appropriate questioning and listening skills, in a range of consultative sales scenarios, to identify customer requirements
• Formulate product or service solutions to effectively meet client needs through the use of consultative selling skills and tools
• Provide solutions to customer problems, handling customer objections to buy, and close the sale
• Apply sales skills and techniques in a range of customer facing situations
• Exercise substantial personal autonomy in a range of sales or customer facing situations.