Consultative selling

Learn the steps to effective selling
Provide the right solution and get repeat business
Overcome objections and close deals

overview

Every sales person wants to succeed, yet sometimes too much drive without strategy can lead to disappointment. The Change Works 5 step sales process course provides simple yet highly effective strategies and a systematic process to consultative selling. In consultative selling you build powerful rapport with your customer, pin point their exact needs, present to their preferred style of receiving information, meet their needs and close the sale.

Consultative selling is without question one of the most effective sales strategies around, selling people what they want instead of what you think they want, makes all the difference. This course is excellent for people who are experienced sales professionals who need to refresh their sales skills or those new to the sales industry. The 5 step sales process is a universal system for any sales professional that wants to succeed.

Outcome

  • Learn the skills, attributes and behaviours of highly effective sales people
  • Learn the process of consultative selling
  • Understand and know how to approach the market
  • Know how to analyse your competition
  • Understand your comparative value proposition
  • Understand the buying behaviour of your customers
  • Know how to build rapport and connect with your customers
  • Develop powerful questioning skills
  • Use active and empathetic listening to uncover your customers needs
  • Learn how to identity practical and emotional needs
  • Be able to create the perfect solution for your customers
  • Know how to present the perfect solution
  • Be skilled at overcoming objections and leading the customer to the sale
  • Know how to close the sale and move the customer forward
  • Be equipped with the steps and skills to take care of your customer to ensure future sales success

Why choose this course?

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Who is this for?

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Vestibulum ante ipsum primis in faucibus orci luctus et ultrices posuere cubilia Curae; Donec velit neque, auctor sit amet aliquam vel, ullamcorper sit amet ligula. Pellentesque in ipsum id orci porta dapibus.

Nulla porttitor accumsan tincidunt.

Vestibulum ante ipsum primis in faucibus orci luctus et ultrices posuere cubilia Curae; Donec velit neque, auctor sit amet aliquam vel, ullamcorper sit amet ligula. Pellentesque in ipsum id orci porta dapibus.

Nulla porttitor accumsan tincidunt.

Vestibulum ante ipsum primis in faucibus orci luctus et ultrices posuere cubilia Curae; Donec velit neque, auctor sit amet aliquam vel, ullamcorper sit amet ligula. Pellentesque in ipsum id orci porta dapibus.

Outline

Introduction to consultative selling

At the beginning of the training we provide an overview and understanding of consultative selling to prepare the participants for the workshop. We also identify effective and ineffective behaviours of sales professionals and qualities that make an outstanding sales person.

Step One: Building Rapport

Approaching and meeting the customer in the correct way is crucial. For a sale to be made there needs to be rapport between you and your customers. In this session you will learn powerful strategies to really connect with your customers, build trust and gain respect.

Step Two: Asking Questions

Using the right questions and listening effectively is crucial for you to understand your client’s values, wants and needs (practical and emotional). With the knowledge gained from asking good questions, you have the keys to unlocking your customer’s mind and opening the door to making a sale.

Step Thee: Finding a need

Step three begins once you know what your customer values, needs, and wants are. We must then tailor our solutions to meet the customers practical/emotional needs. In this session you will learn how to propose and present a compelling solution for your customer.

Step Four: Close the deal

Step four in the sales process is to close the sale. Sometimes, a customer might still have some internal barriers preventing them from saying yes. Using sleight of mouth patterns you can destroy objections and make the sale!

Step Five: After the sale

The sale is the beginning of a relationship. Word of mouth is the most powerful advertisement there is. Make sure that your clients’s are talking about you – in a positive way! This session focuses on taking care of the customer after the sale and maintaining a good relationship for future sales.

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Testimonials

guy-1Paul (MD of Change Works) is so passionate on his work. He has been terrific throughout the course hes designed specifically for our young leaders.
Pressure facing young leaders in our current high tech, fast changing world is immense. Some of the participants attended the course left us after realizing that their life goal do not align with the company culture. Others who are still with the company has been tremendous, a revolution and is the bedrock of the company culture, cultivating younger leaders for the future.
I have enjoyed Paul’s method; full of fun, laughters and sometimes tears. I will not hesitate to recommend Paul to anyone and he is worth every penny!


Willem Q – Director at Langdon

guy-2How do you make a team motivate & push themselves further?
Ask Paul and the Change Works team!
My team & myself had several fantastic workshops with Paul, and many of us had the extra privilege of further one on one sessions with him. From the very next day after one of his workshops, you could feel the difference in the office.
A perfect way to make an already fantastic team push themselves further and raise our awareness of things that had slipped passed, unnoticed.
A year later, and we are still using his terminology & tools so that we can help ourselves. Thank you Paul, for giving us something priceless.


Walter – GM Dean and Deluca Thailand

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