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 outlines

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 the 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.