Read about how we are responding to the COVID-19 outbreak
Understand client needs, motivations and concerns, and solve their problems whilst adding value.
2 days
Members: £995 + VAT Non-members: £1,215 + VAT Bring a colleague for free
Bring a colleague for FREE
N/A
Consultative selling focuses on creating value and building relationships and trust before discussing solutions, as opposed to the traditional “hard” sales process. This helps you to truly understand your clients’ needs, their motivations and the value you can add to their organisation. A consultative approach requires good listening and questioning skills to respond flexibly to customer situations and successfully deliver on their outcomes. Because it focuses on a partnership approach that benefits and provides long-term rewards for both parties, consultative selling is extremely effective in creating long-term, trusted relationships.
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 • Examine and practise the process of consultative selling to ensure a win-win approach • Effectively use rapport, listening and questioning techniques to facilitate meaningful needs analysis with a range of clients • Understand types of buyers and the primary methods of selling to them • Acquire a thorough grounding in the sales process from an initial needs analysis meeting through to the final presentation and close. • Feel confident in selling, using consultative methodologies with a wide range of clients
The processes and approaches shared were very compelling and I will certainly be using them in upcoming projects. Keir Haines Designability
The processes and approaches shared were very compelling and I will certainly be using them in upcoming projects.
Keir Haines Designability
• Definition of consultative selling and some of the principles
• Explore the communication process and examine the obstacles that can hinder it • Understand core communication skills. Examine the key skills in relation to consultative selling, including rapport building, listening, questioning and handling objections • Explore our own patterns of behaviour and communication how this can influence our sales styles. Assess how we deal with others and how to adapt our style to suit the individual and situation • Influencing strategies and sales techniques to structure questioning and help positioning • Build the organisational needs and values of clients and potential clients into the picture whilst using account management tools to plan strategy and set objectives • Focus on types of buyers, their needs and building value into a proposition in order to gain commitment.
These trainers regularly teach Consultative selling.
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.
Contact us if you have any questions about our training courses.
Terms & conditions of booking IMechE training
A range of options to help you maximise your training budget.
1 day course
Writing a good business proposal, whether for internal use such as proposing a new project, or for external use, such as winning a new client, is an important part of doing business in the 21st century. Learn how to do this for greater impact.
2 day course
This workshop will enable you to understand your behaviour and others’ better, and flex your style accordingly.
Successfully develop your skills as a negotiator with internal and external stakeholders using a wide range of tools and techniques, whilst remaining focused on mutually beneficial outcomes.
Tell us your team’s development needs and we’ll come to you with a specialised training programme, customised for your organisation.
What options are available?
More about in-house and tailored training.
We have a range of options to help you maximise your training budgets.
Average customer rating: 4.75 out of 5
Get in touch if you need help finding the right course, or qualification, for you or your team.