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Consultative Selling – training course

Course Overview

Your success in sales is dependent on having a strong understanding of your customer and a clear plan to uncover and maximise all the opportunities. This programme is suitable if you are new to sales or moving into a more consultative sales role. It will introduce you to the buying process and provide practical tips and techniques to help guide your customer through it as well as enabling you to lay a strong foundation for exceptional sales results.

You will be able to

  • Fully understand your customer’s buying process to identify their position
  • Adapt your behaviour to address the needs of your customer at the relevant stage of the buying cycle
  • Effectively plan and open a sales call
  • Use pain and gain questions to identify the customer’s requirements and build the need for urgent action
  • Understand that your customer buys for their reasons and how to tailor your solution to their reasons
  • Use the right close for the right customer in the right way
  • 150 minutes
  • Virtual Classroom
  • Interactive - group activities and discussion
  • 10 - 12 participants
  • Training notes
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Consultative Selling

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