Consultative Sales and Selling

In today’s competitive business environment, organisations not only want helpful products and services to improve their output, but also tailored solutions that solve real business issues, allowing them to grow.  For this reason, it is vital that you can successfully build relationships with members and customers, understand their problems, and get to the very heart of how to provide a solution to address any issue. 

Learning, upskilling, and honing the special combination of skills needed to be successful when it comes to consultative solution selling is crucial.  This is where our new ‘Consultative Sales and Selling’ training comes in.

This course focusses on supporting salespeople to build strong relationships and confidently explain how their products and solutions not only contribute positively to your business, but also how they represent justifiable expenses with clear return on investment.  This is the true art of selling consultatively.

Course Overview

This “Consultative Sales and Selling” course is delivered over two days.  Its is designed to equip your sales team with everything they need to transform existing transactional sales skills into modern consultative selling techniques. 

Audience

This course has been expertly designed for those sales staff who have experience selling, but who also want to learn new skills, or simply hone specific techniques, when it comes to consultatively selling solutions. This course teaches you how you can sell solutions by convincingly explaining how your value proposition can address customers priorities to meet their business needs.

Course topics include how to:

• Develop your own resource of powerful questions that help consultative selling by allowing you to accurately establish your customers true needs and what they want to prioritise
• Devise and deploy a tailored value proposition based on customer needs and wants
• Forge and build relationships with different personality and character types – ensuring you can communicate effectively with all key players
• Present and market your solutions in a clear, confident, and knowledgeable manner to standout in a potentially crowded marketplace
• Successfully implement your solution – winning full cooperation from your customers

Key Outcomes

• Build and develop your own set of unique questions that are designed to help you establish your customers true need and wants, what they are looking for and what is important to them
• Devise your own ‘knowledge grid’ – this is a library of information relating to your own specific market and customers and helps to build personal credibility
• Analyse and fully understand a variety of different personality styles you are likely to come across when dealing with different customers, and the most effective methods of communication for each
• Generate customer-specific numerical data that highlights the benefits of your solutions on your customers goals and objectives

Workshop Facilitator

The workshop will be delivered by Roz Logan, The Leadership Factory.

Bio

Roz is a strategic and commercially astute sales and marketing expert with a wealth of experience and a background of more than 25 years working within industry. Classically FMCG trained gaining her grounding selling world renowned brands progressing to working at Director level for global organisations. Roz’s experience and passion for developing people gave her the inspiration to become a business coach in 2012, since qualifying as a coach with ICF Roz has been working as a business consultant, trainer and coach supporting people, teams, and organisations to achieve brilliance.

Cost

SAOS Members £850 + VAT, Non-members £900 + VAT

Contact

E allison.watson@saos.coop M 07548215669