Training Objectives

The methodology has such a clear structure that both seasoned professionals as well as professionals with relatively limited sales experience will be able to adopt the sales methodology and produce impressive results in a limited amount of time. 

More specifically, through this programme participants will be able to: 

• Distinguish what consultative selling is, and why it is so effective in selling high-value products and services 
• Learn how to help clients express all their important business needs by assisting them to uncover needs that are hidden from their view 
• Determine how to re-frame the customer’s point of view 
• Determine how to powerfully take control of the customer conversation in a way that leaves the customer inspired and ready to do business with you 
• Learn to uncover the real reason behind each objection the client voices out, and to establish a mechanism for managing such objections 
• Use assertive techniques to advance the sale in a way that respects nowadays decision makers and achieves results 

Training Outline

SWOT Analysis in Consultative Selling 

• Participants’ personal SWOT Analysis in selling 
• Utilising our strong points and identifying areas for improvement 
• Identification of Competitive Advantages – used later in the selling methodology  

Needs Investigation 

• Helping clients express their true needs 
• How to uncover hidden client needs 
• Examples and Role-play 

Assertive consultative selling methodology 

• How to re-frame the customer’s point of view 
• How to overcome the customer’s tendency to do nothing 
• Examples and Role-play 

Managing objections 

• Typical client objections 
• Real reasons behind objections and how to manage them 
• Examples and Role-play 

Taking control of the customer conversation 

• How to close or advance the sale without being shy or over-imposing 
• Examples and Role-play 

Who Should Attend 

The programme is suitable for: 

• Sales managers 
• Salespersons selling to business customers 
• Salespersons who sell high-value products and/or services to individuals, including those who sell to very high-end clients. 
• Customer service executives that sell complex or high-value products/ services 
• Top-level management like CFOs or COOs that engage in sales 
• Middle management such as technical managers, operations/ admin managers that are involved in sales  
• Non-sales staff that perform or are involved in sales 

Training Style

Lecture, Video projection, Discussion, Group exercises, Questions-answers, Brainstorming, Role-play, Case study, Mini-assignments  

CPD Recognition

This programme may be approved for up to 7 CPD units in Personal and Professional Development. Eligibility criteria and CPD Units are verified directly by your association, regulator or other bodies which you hold membership.

In-house Training

For groups within the same organisation, this course may be customized to meet any specific needs and delivered in-house.