Consultative Selling course

Course Overview

This course is for those who sell ideas, products and services and who want to develop a selling style where the emphasis is on developing the concept of sales conversations together with long term, stable future business relationships.

This Consultative Selling course is available throughout the UK.

CPD Value 5.5 Hours

Course Locations

Consultative Selling London
Consultative Selling Manchester
Consultative Selling Nottingham
Consultative Selling Birmingham
Consultative Selling Bristol
Consultative Selling Edinburgh
Consultative Selling Leeds

Related Courses

Here is a selection of courses that we think you might also be interested in.

Sales Negotiation Skills
Knowing Your Customer To Maximise Business Opportunities
Advanced Closing Skills
Relationship Marketing
Networking For Success
Developing Major Accounts
The Client Meeting - Face to Face Selling
Winning More Business in the Final Meeting (2 day course)

This course qualifies for Continuous Professional Development hours. Learn more about CPD

Timetable

9.30 to 9.45 Welcome and objectives

9.45 to 10.30 Defining consultative selling
(What are the key activities involved in consultative selling, the key roles to be played in consultative selling)

10.30 to 11.00 Types of sale we deal with. (High and low perceived value in the clients mind; sales techniques to use with each type of sale; defining features and benefits and using them with maximum impact)

11.00 to 11.30 Sales Advances (Defining sales advances, identifying some to use immediately, using them to measure progress on long lead time sales work, making the system quantifiable; improving your sales activity planning)

11.30 to 11.45 Coffee

11.45 to 13.00 Communication in selling (As a transmit / receive arrangement; Improving active listening skills; Using questions with maximum effect and with powerful impact; developing question models and softeners)

13.00 to 14.00 Lunch

14.00 to 14.45 A Consultative sales model (A 4 stage process you can use; knowing how to achieve each stage and the common pitfalls to avoid)

14.45. to 15.30 Role rehearsals

15.30 to 16.15 Dealing with resistance (Preventing resistance; signals to look pout for; proven techniques to handle resistance)

16.15 to 16.30 Action plans summarised and agreed

©PTP/208

Testimonials

Very enjoyable, relaxed and informative sessions. Would recommend

Rich Blaise, OneVoice (TOTUM)

Course delivery was great, paced nicely and not rushed, delivered with enthusiasm and engaging throughout.

Lindsey Houlgate, SYT Network Ltd

Attended virtual course.

Was well delivered and informative.

James Hardwick, Bevie Partners Limited

Very good trainer.

Coral Harris, AB Supplies Ltd

Really great day - I learnt a lot - thank you!

Lucy Wilson, University of the West of England (UWE Bristol)

Really useful and enjoyable.

Sophie Chadwick, Canterbury Christ Church University

I really enjoyed the training and found it beneficial especially for my confidence.

Theresa Hall, The Oxford Group

The subject matter was new to me. It was delivered in a manner that made it interesting, enjoyable and easily absorbed. Excellent.

Simeon Hadebe, Mawdsleys

The course has given me more confidence to ask questions of people at any level.

Ashley Parkes, Circle Leasing Ltd

Excellent trainer, managed to tailor the day to match our needs with very little notice - Thanks.

Nicola Dunne, Edexcel

Enjoyed the course, learnt a lot.

Jennifer Whelch, BravoSolution

Very well presented

Mark Tozer, Nederman

This course is excellent. Tracey is so knowledgeable and shared a wealth of business experience with us. I have really enjoyed the course and am very excited about trying out my learning from today.

Ben Raffles, The Yoga Shop Ltd

Excellently presented and very enthusiastic.

Davis Guyett-Smith, TUV Product Service

Very good and enthusiastic trainer. Very well presented and explained.

Richard Plate, TUV Product Service Ltd

Very well presented, interesting, enthusiastic, no yawning!

Phil Dolling, TUV Product Service

Excellent trainer, managed to tailor the day to match our needs with very little notice

thanks John. - Nicola Dunne, Edexcel

Really enjoyed the course it has given me a lot to think about and to work on!

Rachel Clements, Edexcel

Excellent.

James Riley, Baker Tilly

Benefits

An understanding of the 3 key roles to be played
The ability to determine what type of sale they are dealing with.
A range of selling styles to suit every type of sale.
improved skills in avoiding customer resistance.
The ability to hold a sales conversation.