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How do you move towards a sale? Move too quickly and your customers will not ask you back, but move too slowly and you may never make the sale. This course outlines the steps of the sales process and the techniques appropriate at each stage.
The Consultative Sales Process takes the learner through the steps required to move someone from prospect to customer. It looks at how to
- Create interest
- Create excitement
- Convince them
- Close the sale
 further details
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The Consultative Sales Process enables learners to
- Focus on the customer to understand their needs
- Involve them in the process to move up the buying steps towards a sale
- Earn the right to advance the sales discussion by being sensitive to the pace they are happy to move at
- Use appropriate techniques at each step in the sales process
- Create compelling "intelligent stories" that will engage a potential customer's interest
- Uncover the customer's needs by using open, closed and intelligent questions
- Develop the customer's sense of need by identifying, widening and bridging the gap between their current position and where they would like to be
- Focus the customer's interest by involving them in devising and exploring options
An annual license to The Consultative Sales Process provides an entire sales team with year round access to this unique learning resource.
Target audience
This course is the ideal introduction to the sales process for anyone new to selling and a useful refresher and practice tool for more experienced sales people.
Learning outcomes
Creating interest
How do I first approach a customer?
Why is an intelligent story important?
How do I tell an intelligent story?
Creating excitement
How do I know what will excite them?
How do I get them excited?
How do I channel their excitement?
How do I stay in control of the process?
How should I handle objections?
Convincing them
How do I involve a customer in choosing what they want to buy?
How do I present solutions?
How do I present the key features?
How can I help the decision-making process?
How do I convince a customer?
Closing
How do I close a sale?
How do I deal with indecision?
How do I negotiate successfully?
What do I do after I close a sale
Flexible learning
Learners take their own route through the topics covered in the course. They will learn at their own pace through a variety of activities designed to accommodate a range of learning styles.
Specification
Price: annual license based on number of users
Additional services
Blended learning: ½ day workshops available
Train the trainer: run your own sessions with pre-prepared materials - plans, presentations and activities
Tailoring: include your examples and issues
See also:
 Principles of Consultative Selling
Conversations with Customers
Negotiation Skills for Sales People
Account and Territory Management
Customer Service
The Internal Sales Person
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Peer-enriched Learning
