Consultative Selling

How do you become the trusted advisor your customers are looking for?

Course Objectives

  • Improve skills in preparing for customer meetings
  • How to create a no pressure discussion
  • Discovery- Qualify opportunity: Ask relevant questions to establish baseline- understand challenges / risks & impact to organization
  • Importance of relevant questioning
  • How to set & manage expectations during all phases of the selling process
  • Steps to understand the customer’s buying behaviour, critical success factors & pain points
  • Formula to establish credibility and build trust early on
  • Steps to Strategically align your solution with their challenge using 3 T’s
  • Steps to securing a close, the automatic next step
  • Benefits of Follow up, maintaining open & effective communication throughout the process.
  • Confidently advance the sales process with each interaction.
  • The importance of Follow up.
  • Strategic vs transactional partnerships.
  • Improve skills in preparing for customer meetings
  • How to create a no pressure discussion
  • Discovery- Qualify opportunity: Ask relevant questions to establish baseline- understand challenges / risks & impact to organization
  • Importance of relevant questioning
  • How to set & manage expectations during all phases of the selling process
  • Steps to understand the customer’s buying behaviour, critical success factors & pain points
  • Formula to establish credibility and build trust early on
  • Steps to Strategically align your solution with their challenge using 3 T’s
  • Steps to securing a close, the automatic next step
  • Benefits of Follow up, maintaining open & effective communication throughout the process.