Training Course: Consultative Selling Methodology

Introduction

This 5-day consultative selling methodology outlines the essential skills and processes needed to successfully close sales in a professional manner. A lesson will cover the basics of consultation selling, such as its history, methods, advantages/disadvantages, and common tools used in successful implementations

Course Objective

• Assessing customer’s obstacles & desires through probing questions
• Strategies for building meaningful connections
• Examining market trends to determine customer needs efficiently
• Closing techniques that ensure win-win deals
• Develop tailored solutions or packages that meet specific must-have criteria including budget frames

Course outline

Day 1
Preparation

• Introduction & Background on Consultation Selling
• Understanding your customer's needs, researching their industry & outlining objectives
• Learn key definitions and concepts related to consultative selling
• Gain an understanding of who your customer really is

Day 2 
Building Rapport & Gathering Data 

• Listening actively to customers while gauging buying signals
• Assessing customer’s obstacles & desires through probing questions
• Listening actively to customers while gauging buying signals
• Building Rapport & Market Analysis
• Establishing Credibility

Day 3
Presenting Solutions

• Articulating product features with an understanding of prospective ROI impact on clients’ operations
• Customizing pitches based on interests identified during data gathering session
• Presenting Solutions
• Articulating product features with an understanding of prospective ROI impact on clients’ operations
• Crafting Solutions & Negotiations
• Comprehensive Discovery Process

Day 4
Showcase Your Value

• Communicating value proposition cantered around a stated business goal by using clear anecdotes about how you meet those goals for past clients
• Showcase Your Value– Communicating the value proposition
• Overcoming Objections & Analysing Performances
• Solution Development and Must-Have Criteria

Day 5
Closing

• Navigating objections associated with cost or scope of work etc. if applicable without compromising quality standards set forth within the proposal
• Final Applications
• Client interactions collaboration
• Performance Measurement & Review
• Accurately measure success metrics
• Trials/Tests
• Innovative New Sales Solutions developments (including potential ROI)
• Set goals via quarterly reviews
• Performance vs milestones establishment