Course Duration - 2 Days - Maximum number of participants 6

Overview

The Consultative Selling Skills workshop introduces the participants’ to the benefits of adopting a client rather than a product focused approach to their sales activities.

The workshop highlights the importance of developing positive interpersonal relationships with clients which is essential for the salesperson to gain the clients trust and confidence.

The workshop develops the participant’s ability to identify and develop client’s needs so that they are able to propose the best solution to meet the specific requirements of the client.

Who Should Attend

This course is appropriate for all personnel who are responsible for generating business with existing or new clients

Aim

The aim of the workshop is to increase participant’s ability to develop business opportunities whilst enhancing the professional image of the firm.

Objectives

By the end of the workshop participants’ will be able to:

- Develop a client focused approach when developing business opportunities

- Develop positive client relationships through the use of effective interpersonal and  communication skills

- Ask quality questions and listen effectively in order to identify the clients needs

- Effectively plan & prepare for a successful face to face sales meeting

- Use a sales model which recognises the importance of identifying client needs and buying criteria and match the products/services of the firm to the requirements of the client

- Effectively present tailored solutions to meet clients needs

- Overcome client resistance and gain commitment

Contents

- Rapport building skills

- Effective communication and interpersonal skills

- Questioning & listening skills

- Identifying client needs

- Presenting tailored solution

- Understanding and identifying personal motivations

- Overcoming client objection

- Gaining commitment and closing