Climb The Consultative Selling Ladder

Course overview

Do you want your sales team to serve as advisors, presenting the best solutions to your client or customer and potential clients in the most persuasive way possible?

In the current era of digital business, information is all around us. All it takes to find the perfect product or service online is a quick search, and we are presented with a plethora of options and information, making selection challenging. Unlike in the past, when salespeople would aggressively promote their goods and services, we are currently seeing a new wave of sales tactics sweep over the commercial sector. The consultative selling methodology is this innovative strategy.

What then is the advantage of the consultative selling approach? By posing the appropriate questions and making the appropriate recommendations to clients, both current and potential, this process assists sales professionals in identifying the needs of their customers. When a customer or client’s demands are first recognized and then their needs are met before offering them the actual solution, it is unquestionably the most desired alternative for them and their prospects.

With the help of this training program from Training Bee, participants will be able to offer a more consultative approach to their selling talents rather than just giving prepared pitches. This will assist them in gaining the confidence, trust, and credibility of their clients/customers for ongoing business.

Introduction

The Consultative Selling Skills Training Course is now open! Effective salespeople in today’s changing business environment are not just about pushing goods or services; they also know how to recognize and cater to the specific demands of each individual customer. With a customer-focused approach, consultative selling fosters more meaningful and fruitful long-term partnerships. This training program is meant to equip you with the skills and mentality needed to flourish in this field.

Traditional sales techniques frequently don’t work in today’s changing and customer-focused company environment. With an emphasis on actively learning and addressing each customer’s individual wants and issues rather than just presenting products, this course has been carefully created to completely acquaint you with the principles and practices of consultative selling.

We are The Training Bee, a global training and education firm providing services in many countries. We are specialized in capacity building and talent development solutions for individuals and organizations, with our highly customized programs and training sessions.

This all-inclusive training course combines thought-provoking lectures, lively debates, practical case studies, and practical exercises. By means of hands-on exercises and simulated situations, you will acquire the competence and assurance required to include consultative selling tactics into your routine sales endeavors.

Prepare yourself for an exciting adventure that will improve your sales strategy, help you gain a deeper understanding of your clients, and help you build successful partnerships in the end. Let’s explore the possibilities for sales excellence by enrolling in the Consultative Selling Skills Training Course!

Learning Objectives

Upon completing Consultative Selling Skills Training Course, participants will be able to:

• Establish Trust with a Variety of Clients, Prospects, and Customers
• Recognize the variables that contribute to the sales
• determining and projecting the client’s needs
• Point the client in the direction of the appropriate solution
• Taking Care of Things
• Increase sales and profit margins

Our Unique Training Methodology

This interactive course comprises the following training methods:

• Journaling – This consists of setting a timer and letting your thoughts flow, unedited and unscripted recording events, ideas, and thoughts over a while, related to the topic.
• Social learning – Information and expertise exchanged amongst peers via computer-based technologies and interactive conversations including Blogging, instant messaging, and forums for debate in groups.
• Project-based learning
• Mind mapping and brainstorming – A session will be carried out between participants to uncover unique ideas, thoughts, and opinions having a quality discussion.
• Interactive sessions – The course will use informative lectures to introduce key concepts and theories related to the topic.
• Presentations – Participants will be presented with multimedia tools such as videos and graphics to enhance learning. These will be delivered engagingly and interactively.

Training Medium

This Consultative Selling Skills Training Course training is designed in a way that it can be delivered face-to-face and virtually.

Course Duration

This training is versatile in its delivery. The training can be delivered as a full-fledged 40-hour training program or a 15- hours crash course covering 5 hours of content each day over 3 days

Pre-course Assessment

Before you enroll in this course all we wanted to know is your exact mindset and your way of thinking.
For that, we have designed this questionnaire attached below.

• Could you list the standard procedures that make up a consultative selling process?
• How crucial is it to determine the demands of the consumer early on in the sales process?
• Currently, how do you establish and preserve relationships with your consumers or clients?
• Which techniques do you apply to comprehend the business and industry of your customers?
• How do you modify your communication style to accommodate various clientele needs?
• How do you go about recognizing and resolving objections or issues from customers?
• To what extent do you think your understanding of the goods and services you are offering is adequate?
• How do you keep yourself updated on changes and trends in the industry?
• What makes active listening crucial when using a consultative selling strategy?

Course Modules

This Consultative Selling Skills Training Course covers the following topics for understanding the essentials of the Agile Workplace:

Module 1 – Comparing Transactional and Consultative Selling

• The distinction between consultative and transactional sales
• Recognize that consultative process is an inside-out process.
• Integrity in Sales: How Can It Be Achieved?
• Building Credibility and Trust: A Need for Every Business

Module 2 – SHARING ENTREPRISES

• Recognize the proper mindset to establish connections with others.
• The right and wrong ways to engage with people
• Salesperson with a consultative mindset
• The consultative salesperson’s routines to guarantee success

Module 3 – CALL SCHEDULING

• An organized and methodical strategy to getting ready for client/customer meetings
• Recognizing the call’s purpose
• Recognizing the demands of clients or customers
• Launching with force
• Building a relationship during the exchange

Module 4 – Developing a deeper comprehension of the client or customer

• Finding the appropriate answer
• Getting the prospect interested by thoroughly examining the issue
• Clearly addressing the original principles and ideas
• Emphasize the advantages of the recommended solution by connecting it to the needs of the client or customer.

Module 5 – VALUE POSITIONING THAT DIVERSIFIES

• Learn how to persuade others with your solutions.
• Recognize the abilities needed to place solutions

Module 6 – OVERCOMING OBJECTS

• Including the spots of resistance in your speech or call
• Preparing ahead of time for handling objections

Module 7 – AFTERMARK & END

• How may the close ratio be raised?
• Develop the abilities required to make the business request.
• How can the next action to advance the sale be made sure the client/customer understands at the end of each call?

Module 8 – ABILITY TO SELL

• Capabilities needed successfully implement the Consultative Selling Framework
• How can you take advantage of your innate abilities to start a conversation, build the transparency and confidence required to comprehend the demands of your clients or customers, communicate effectively, and close lucrative deals?
• Readers are Sales Leaders

Post-course Assessment

Participants need to complete an assessment post-course completion so our mentors will get to know their understanding of the course. A mentor will also have interrogative conversations with participants and provide valuable feedback.

• After finishing the class, how have you approached customer discussions differently?
• After the course, describe any advancements you’ve achieved in establishing and preserving connections with customers.
• Could you give an example of how improved relationship-building abilities helped close a deal?
• What modifications have you made to your communication style since taking the course?
• Have you observed any advancements in the way you inform customers about your products or services?
• After training, consider a difficult circumstance and describe how you used problem-solving strategies to get through it.
• In what ways has your ability to respond to objections and concerns changed?
• Retention of Knowledge:
• What methods have you used to remember and put the knowledge you’ve learned about products and services to use?
• Have you observed a shift in your capacity to identify and rank consumer needs?

Lessons Learned

Customer-Centric strategy: The importance of transitioning from a product-centric to a customer-centric strategy, focusing on understanding and addressing the unique demands of each customer.

Understanding and Active Listening: The realization that active listening is essential to identifying the concerns, preferences, and pain points of customers and to gaining a deeper understanding of their needs.

Building solid Relationships: Stressing the need of establishing and preserving a solid connection with clients, realizing that rapport and trust are frequently prerequisites for long-term success in sales.

The development of communication skills to successfully communicate the value proposition, respond to client issues, and explain how the product or service satisfies the defined needs is known as effective communication.

Flexibility and Adaptability: The capacity to modify sales tactics to match various client profiles, market conditions, and business settings, realizing that a one-size-fits-all strategy might not work as well in consultative selling.

The ability to solve problems effectively is essential for overcoming obstacles, responding to worries, and crafting solutions that are specific to the needs and difficulties of the client.

Competitive Awareness: A keen understanding of the market environment that helps salespeople position their goods and services more profitably relative to rivals.

Strategic Goal creating: The necessity of creating clear and measurable sales goals, constantly monitoring progress, and altering methods as needed to reach or surpass expectations.