Consultative Selling Skills Training

Objective Outcome:- ​

1. How to sell and bring value to your customer?

2. How to build trust and long-term relationship with your customer?

3. How to understand critical buying factors?

4. How to perform in-depth needs analysis?

5. How to guide the customer toward buying?

6. How to anticipate and overcome objections?

7. How to close more sales at higher margins?

Consultative selling said that you have to sell those services to your customers that can bring unique value to their business instead of trying to sell traditional services that your organization has developed.

Consultative selling is analyzing the needs and challenges of your customers and selling unique services based on which your customers can benefit by gaining higher market share in their core business, or that can reduce their operational cost or make them compete effectively and more efficiently in their market space. In the process of selling such unique services, you generate business without competition and increase your customers’ trust in you, thereby becoming a preferred service provider for any business prospects of your customers.

A consultative seller is the one who

1. goes beyond the contractual agreements, tries to understand customer challenges, and brings ideas to manage those challenges;

2. strives to incorporate organizational best practices and industry best practices to improve customer business performance; and

3. continually understands industry trends, analyzes them, adopts all of those that are relevant, and tailors them to bring value to the customer.

Therefore, in summary, you will be called a consultative seller if your customer’s successes and failures become your successes and failures. The key difference between a sales executive and a consultative seller is that the former focuses on delivering based only on the contract his customer has signed with him (and his organization), whereas a consultative seller tries to bring additional value to his customer beyond the contract.

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Who Should Attend?

This session will benefit and should be attended by experienced sales persons who want to learn how to develop their client base through a more strategic approach to consultative selling.