Leading the business

Consultative selling skills

We have developed this course to improve your understanding of clients’ needs and motivations, and your ability to add value to their organisation.

2 days

Next available: Coventry, 06 Apr 2020

Bring a colleague for FREE

Course	Location & Date
Consultative selling skills

10% early bird discount applied
Hurry! 59 days left

Members:
£995.00 £895.50 Plus vat

Non Members:
£1,215.00 £1,093.50 Plus vat

Book now

Summary

We have developed this course to improve your understanding of clients’ needs and motivations, and your ability to add value to their organisation.

Understanding your clients’ needs, their motivations and your ability to add value to their organisation is paramount in developing a successful consultative approach. The consultative approach requires listening and questioning in order that you are able to respond flexibly within customer situations.

This course is intended for engineers involved in selling products or services to clients, both internal and external. The focus is on creating relationships rather than the traditional “hard” sales process and utilises a partnership approach that benefits the client and provides long-term rewards for both parties.

Who should attend?

This programme is suitable for engineers and non-engineers at all levels.

How will I benefit?

After the course you will be able to:

Understand your natural sales style, its strengths and limitations, and have an action list to improve your performance.
Create effective partnerships with clients that are productive, meaningful, profitable and long-term.
Understand and practise the process of consultative selling to ensure a win-win partnership approach.
Effectively use rapport and questioning techniques to facilitate meaningful needs analysis with a range of clients.
Understand types of buyers, your impact with them, and the primary methods of selling to them.
Take a journey throughout the sales process from first needs analysis meeting through to the final presentation.
Feel confident in selling, using consultative methodologies to a wide range of clients.

Contributes 14 CPD hours

The processes and approaches shared were very compelling and I will certainly be using them in upcoming projects.

Keir Haines Designability

Key topics

Introduction to consultative selling.
Communication process and key skills.
Core communication skills.
Personal styles.
Influencing others.
Effective planning and account management.
Sales meeting techniques.
Role plays.

Meet our trainers

These trainers regularly teach Consultative selling skills.

John Hattam

John has built a successful consulting business in both the private and public sectors, specialising in sales and marketing, product and customer development, and business planning.

In-house and bespoke training

Tell us your team's CPD needs and we'll come to you with a specialised training programme, customised for your engineering sector.
Contact our advisors if you need help finding the most appropriate training for your team.

At a glance

Duration:

2 days
Location:

London, Coventry
CPD Hours:

14
UK-Spec:

C, D

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Terms & conditions of booking IMechE training

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Online learning

Learn at your own pace and location of your choice with one of our eLearning options.

eLearning collection

Online qualifications

Free webinars

Available dates for Consultative selling skills

2 day course

Coventry: 6-7 Apr 2020 10% discount available until 6 February

London: 10-11 May 2020 10% discount available until 10 March

Require a different date or location? Or want to train a group in house?

We can customise any of our courses and deliver them in-house, for your entire team. It could also save you money, especially as you would save travel time.

More about In-house and bespoke training

Register your interest

Members: £995 + VAT

Non-members: £1,215 +VAT

Bring a colleague for free

Enquire now

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What options are available?

Off the shelf – we can deliver any of our training courses at your chosen location, providing you with a cost-effective and efficient solution
Tailored courses– our personalised programmes can help you work through issues specific to your team or sector and equip you with the practical tools you need to move forward
Blended programmes – we use a range of delivery methods, development subjects and performance resources to ensure your team have the knowledge and skills they need to help your business thrive

More about in-house and tailored training.