Our consultative sales training workshop is a highly interactive workshop focusing on the fundamentals of a consultative sales process. It has been psychologically supported that how effective you are with people far outweighs intelligence, education, or physical assets. People buy from people they like and people they trust.
Consultative selling starts with building a relationship and creating trust. By fully understanding the customer’s needs, wants, demographics, concerns and objections, sales consultants can create a win-win relationship that ultimately increases sales!
Ineffective communication skills
Not understanding consumer/client needs
Misunderstandings due to ineffective communication
Poor customer service
Presenting yourself “like someone else” – not developing your own style
Focusing on the sale instead of the relationship
Create a consultative approach to sales
Acknowledge the attitudes and skills necessary to conduct effective conversations
Improve listening skills and understand how it will improve your overall communication with others
Apply questioning techniques to gather the right information for a consultative approach
Recognize the root cause of negative emotions and how they apply to objections
Influence emotions so we get to conversation that will achieve the results we are seeking
Use the DiSC® personality assessment to understand communication style and utilize techniques for adjusting behavior depending on the situation and others’ needs
Present products or solutions that focus on what’s important to the customer
Consultative Sales Course Outline
Consultative Selling: define, creating the right focus
Building Relationships and Trust: DiSC® Communication Styles, Conversation techniques, The Art of Asking Questions, Listening Effectively, techniques to quickly create trust
Communication and Presentation Skills: Visual, Verbal and Vocal Communication, Email and Telephone Etiquette
Understanding the Customer: Needs, Wants, Demographics and Concerns
Product Presentations: Focus on what the customer wants to know, techniques to present to large or small audiences, the importance of rehearsing
Objections: Identify the emotion behind the objection, strategies to overcome objections
Closing the Sale: Techniques to ask for the sale
Practice: Using client specific situations, participants will practice skills
Sales people, managers, anyone who is responsible for presenting product/service information to a consumer/client with the end goal being to build a foundation for a stronger, ongoing relationships and increase sales.
Full Day Training Workshop
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Our course catalog offers you an easy way to link your organization's needs and goals to TrainSMART performance solutions workshops. All of our workshops are tailored, flexible, interactive and engaging. We use the outlines in this catalog as a starting point to identify the topics and delivery methods that will create the most successful outcomes. Our delivery methods for these workshops include instructor-led classroom, ILT webinars, virtual learning, eLearning, and structured on-the-job training.