Consultative Selling

Give your people the skills to be recognised as a ‘Trusted Business Partner’ by your customers.

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Consultative Selling

This is a programme designed for Account Managers, Sales People and New Business Developers who manage customers that generate high value sales opportunities and involve multiple decision makers.

Consultative Selling equips people with the skills to position themselves as a ‘Trusted Business Partner’. An individual who works with customers to understand business needs and provide compelling solutions they want to buy.

 

Who is this course for?

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Sales Professionals

Competent people who want to develop consultative selling skills and make the move from sales person to business partner.

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Business Development Managers

Individuals who are responsible for winning high-value, new relationships.

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Sales Directors, Leaders & Managers

People that need to understand and coach their teams on consultative selling skills.

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Consultative Selling

Aim and Objectives

The aim of the programme is to equip participants with the consultative selling skills and behaviours needed to manage and close high value sales opportunities.

Programme Objectives
To deliver this aim the programme is focused on three objectives:

  1. Consultative Selling Skills and Behaviours
    To develop the consultative selling skills and behaviours that positions people as a ‘Trusted Business Partner’ who works with customers to meet business needs.
  1. Sales Cycle Management
    To develop a structured approach to managing sales opportunities that involve multiple decision makers and are completed over a period of time.
  1. Compelling Solutions
    To discover how to develop compelling solutions that customers want to buy.

 

How will Consultative Selling benefit your business?

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Skilled People

Sales people equipped with the skills to retain, develop and grow business with customers that generate high value sales opportunities.

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Sales Performance

Professional sales people with the skills to manage and close high value sales opportunities.

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Profitable Relationships

Sales people that position themselves as ‘Trusted Business Partners’ an approach that is valued by customers and profitable for your business.

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Shape The Future

Account managers and sales people with the skills to shape future business using proven retention and growth strategies.

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Provider Of Choice

A consultative approach that makes you the customer’s provider of choice.

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A Positive Culture

An approach to customer management that fosters a positive culture and builds momentum with people who know they are valued members of the sales team.

What’s included in the course?

The pre-work assignment engages participants in the programme. The assignment features two parts:

  • The Qualities of the Consultative Seller
    Pre-reading on the personal skills and qualities needed to be a consultative sales person.
  • Personal Analysis
    Based on the pre-reading. participants complete a personal analysis of strengths and development areas.

Participants have the opportunity to review and use the outputs of the pre-work at the ‘Consultative Selling’ workshop.

This is a two day interactive event in which participants discover the skills and behaviours they need to be a consultative sales person.

The workshop features a blended learning approach, featuring presentation, debate, role-play, syndicates, and case studies. The content features:

  • A Pre-work review.
  • Stakeholder management
  • Relationship management contact strategy
  • Managing the consultative sales cycle
  • The five stages of the consultative sale:
    1. Opening contact.
    2. Rapport building.
    3. Discovery (high yield questions).
    4. Compelling solutions.
    5. Momentum and commitment.

In the 8 weeks following the workshop participants complete a personal project based on their individual roles.

The project features a series of tasks, which act as a catalyst to help participants:

  • Develop consultative selling skills
  • Test and activate the learning from the workshop in their personal roles
  • Embed new practice and ideas as normal business activity.

A measurable return on investment is delivered at a coaching event following completion of the personal project. Individuals present their results to your key stakeholders and TLSA (optional). The event delivers three outputs:

  1. Activation: ensuring participants activate the learning in their personal roles.
  2. Evaluation: a clear view of how the programme impacts on business performance.
  3. Return on Investment: measurable results that identify personal development and the impact on the business.

Consultative Selling Toolbox

As participants complete the workshop they receive a series of consultative selling tools to support them in their personal roles:

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Consultative Selling Planner

A planning tool that helps participants plan sales strategy, manage business opportunities and mitigate risk.

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Needs Analysis

A great tool that the consultative seller uses to plan and implement a needs analysis that generates the information to create a compelling solution the customer wants to buy.

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Sales Cycle Qualifier

This powerful aid shows participants how to move sales opportunities to a successful close, prepare accurate pipeline forecasts and identify coaching needs.

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Consultative Selling Manual

A great resource to revisit the content, the notes are professionally prepared, easy to use and available in digital or printed format.

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TLSA Completion Certificate

Each participant receives a ‘TLSA Completion Certificate’ as evidence they have completed the programme.

If an external certification from a professional body is included with the programme, the certificate will be provided by the professional body.

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