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- Payment Terms: Enquire
- Other Locations: Dubai Abu Dhabi - United Arab Emirates England - United Kingdom Amsterdam Netherlands
- Duration / Course length: 5 Days
- Starting Date: Enquire About It
- Timings: Enquire
Course details
OverviewConsultative selling or solution selling is a needs-based selling approach that focuses on building relationships with prospects and customers and identifying solutions to their challenges through strategic questioning and active listening. In today's fiercely competitive marketplace buyers have endless options available. Having a good product is no longer enough. Succeeding in this competitive environmentmeans understanding the changing world of your buyers and adjusting your sales approach accordingly to drive meaningful value. Successful sales people build strong relationships with their prospects and customers and demonstrate a deep understanding of their needs and problems. On this course delegates will learn how to act astrusted advisors who can help solve those problemsand identify new business opportunities using a consultative sales approach. This course provides a simple seven step approach to consultative selling which builds value for both you and your customers.
Objective
By the end of this interactive training programme, you will be able to:
- Understand and apply the consultative selling approach.
- Develop more and better business opportunities.
- Build trust with your prospects and customers
- Understand the decision-making process and adapt appropriate selling strategies for each phase of the process.
- Recognize and win over key influencers in the complex sales structure of large organisations.
- Become a problem solver for clients rather than a product promoter.
- Propose tailor-made solutions that win business
Who Should Attend
- Sales Executives
- Sales Supervisors
- Sales Managers
- Account Managers
Course Outlines
- Introduction to Consultative Selling
- What is consultative selling?
- How is it different to traditional selling?
- Find out as much as you can about your prospect/customer's business needs
- Qualify leads and focus on the most promising opportunities
- Build Trust
- Build credibility and trust
- Strategic questioning skills
- Active listening skills
- Position yourself as a trusted advisor
- Positioning - differentiate yourself in the market
- Share insights and demonstrate your understanding of the customers' situation
- The Buying Decision Cycle
- The decision-making process and selling strategies for each phase of the process.
- The key influencers in the complex sales structure of large organisations.
- Identify opportunities
- Agree timelines and budgets
- Propose Solutions
- Design solutions customised to your customer/prospects' needs
- Use your prospect/customers' language to prompt action
- Negotiate a winning deal
- Follow Up
- Confirm what has been agreed in writing
- Address any outstanding concerns
- Agree next steps
- Close
- Closing techniques
- Post-sale relationship
Job roles this course is suitable for:
Sales , Executives , Sales , Supervisors , Sales , Managers , Account , ManagersCourse Location
About London Training For Excellence
Empowering Professionals for Over a Decade
London Training for Excellence is a leading provider of professional development programmes, established in 2013. For over eleven years, we have been committed to equipping individuals and organisations with the skills and knowledge they need to excel in today's ever-evolving business landscape.
A Breadth of Expertise
We offer a comprehensive range of training solutions across a diverse set of industries, including:
- Artificial Intelligence (AI): Stay ahead of the curve with cutting-edge training on AI applications, machine learning and data analysis.
- Contact Management: Learn best practices for building and nurturing relationships, managing communication workflows and leveraging technology to optimise your outreach efforts.
- Engineering: Enhance your technical expertise and stay current with the latest advancements in various engineering fields.
- Finance and Legal: Gain a deep understanding of financial concepts, legal frameworks and compliance requirements.
- Human Resources: Navigate the complexities of HR practices, from recruitment and onboarding to employee relations and performance management.
- Leadership and Management: Develop your leadership skills, communication techniques and team-building strategies.
- Logistics: Optimise your supply chain operations and ensure efficient delivery of goods and services.
- Marketing and Sales: Develop effective marketing strategies, hone your sales skills and drive business growth.
- Oil and Gas: Gain specialised knowledge and skills relevant to the oil and gas industry.
- Project Management: Master the art of project planning, execution and delivery to ensure successful project outcomes.
Our Approach
At London Training for Excellence, we believe in delivering high-quality, interactive training programmes that cater to diverse learning styles. Our experienced instructors are industry experts who combine theoretical knowledge with practical application.
Flexible Learning Solutions
We understand that busy professionals require flexible learning options. We offer a variety of delivery methods to suit your needs, including:
- In-person training: provides more significant face-to-face interaction. In a classroom setting, attendees can connect in real-time. In-person training also offers more opportunities for group activities and interactive projects.
- Online Courses: Our comprehensive online courses allow you to learn comfortably in your working environment.
- In-Company Training: Tailor training programmes specifically for your organisation's needs and deliver them on-site for maximum impact and employee convenience.
Investing in Your Success
By investing in training and development with London Training for Excellence, you will gain the knowledge and skills necessary to achieve your professional goals and contribute to the success of your organisation.
Contact Us Today
Let London Training for Excellence help you unlock your full potential and drive positive organisational change. Contact us today to discuss your training needs and explore how we can empower your workforce for the future.
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