Consultative Sales
Details
The Bigrock Consultative Sales course will provide you with:
- A structured consultative approach for customer meetings and calls.
- The questioning techniques to help you gain a full understanding of your customer's needs, situation and goals.
- A proven process for outlining your recommendations and playing back solutions that meet the customers' identified needs will help them achieve their goals.
- Tools to identify wider customer needs and cross selling opportunities.
- A consultative sales approach that delivers a first class customer experience that helps you sell more and build stronger customer relationships...
- ...for a sustainable uplift in your sales performance.
You will be provided with a course guidebook featuring the core concepts covered on the course, with room for your own notes. The guidebook presents key messages in a highly engaging way, so that you have a clear record of everything we explore and your own notes. As you begin to apply your learning in role, your guidebook will be a useful reference.
Discover more and book your place at: https://www.bigrockhq.com/product/consultative-sales-open-course/
Outline
Engage:
- ODO™ planning – identify your optimum desired outcomes and that of your customer.
- Gain customer buy-in for yourself and your approach.
- Introduce yourself with a Value Proposition
- Engage with true clarity of intent.
Elicit:
- Achieve a deeper understanding of the customer’s current and future situation.
- Identify and explore need areas.
- Gain agreement and strong commitment to act.
Execute:
- Present solutions, recommendations and ideas to the customer.
- Maximise the customer’s commitment to take action.
- Handle objections and close the sale.
- Motivate customer to act now.
- Gain referrals.
Bigrock People Performance Solutions is a People Development, Change Management and Leadership Consultancy serving some of the world’s leading corporates and most ambitious SMEs.
Based in the UK, we deliver programmes throughout the globe. We are proud to take best practice insights in people development, sales management and leadership to both corporates and SMEs, adapting our approach to meet the specific needs of the organisation and of the individuals involved.
We help Leaders, Managers and Team Members, at every career stage, develop the skills and self-belief to deliver an outstanding customer experience and achieve great results.
We offer bespoke, in-house programmes (for organisations and teams) and open courses (for individuals) in;
- Leadership
- Management
- Sales Management
- Business Development
- Consultative Sales
- Telephony Sales
- Key Account Management
- Pitch
- Presentation Skills
- Negotiation Skills
We also design and deliver bespoke cultural and organisational change programmes.
Bespoke training can be delivered face-to-face, digitally or via a hybrid of 121 coaching, classroom training and digital learning. ...
