Consultative Selling
Description
In a rapidly changing commercial environment where a ‘value added’ approach to selling products and services is the norm in order to stay competitive, many sales people are expected to provide a wider more ‘consultative’ approach to ensure ongoing customer satisfaction and loyalty.
Consultative selling involves a deeper understanding of the client gained through a more in-depth approach to questioning of the prospect, about organisational and operational issues that can extend beyond the product itself. This leads to greater understanding of the prospect's wider needs, and the questioning process itself also results in a greater trust, rapport, and empathy between sales-person and customer that ensures ongoing business relationships.
The process has existed instinctively in good sales people and organisations for years, especially for concept or service solutions selling, driven by competitive pressures as buyers began to learn as much about the sales process and techniques as the sales people themselves.
Who should attend?
Who will the workshop benefit?
The Workshop is equally ideal for those new to selling who would benefit from an introduction to the concept of Consultative Sales or equally suitable for those with Direct Selling experience who would benefit from adopting a wider more in depth approach.
Course Overview
This workshop can be made as theoretical or practical as required by the group and flexible in terms of needs. In order to enable learning outcomes to be achieved in a unique and fun way it will include discussion, debates and a critical exploration of:
- The advantages of adopting a wider Consultative Sales approach
- Building ongoing business relationships
- Identifying the Customer and potential wider markets
- The 7 Step Framework of the Sale
- The Pre-Call Phase and Sales Planning
- Generating Interest
- Influencing and Persuading Skills
- Relating Benefits to Service and Product Features
- Overcoming Objections and Concerns
- The 6 Methods for Closing the Sale
Course Facilitator
Mark Pinches followed a successful sales and marketing career in the pharmaceutical industry working with both Glaxo and the American pharmaceutical giant Merck Sharp & Dohme. After moving into a training role, Mark developed a specific interest in management training & development. Mark then gained a Short Service Commission in the British Army and worked for the United Nations as a Senior Operations Liaison Officer before returning to the Army to complete a contract as a Staff Officer at the MOD Headquarters of Doctrine & Training, eventually leaving the Army in the rank of Major.
He has gained over 25 years experience in successfully applying his principles in a vast number of fields ranging from Formula One Motor Racing and Professional Sport through to Heavy Manufacturing and Consultative Sales Teams. Mark also lectures at university and college level and is both an assessor and verifier for all levels of The Institute of Leadership Management (ILM) courses on behalf of Wales’s 2nd largest teaching establishment’s commercial business development wing. He currently specialises in management and leadership development particularly in relation to change and stress management and their impact on performance. During his career, he has worked in a consulting capacity within a number of fields, including banking, information technology, education, local government, health care, insurance, manufacturing, police and emergency services, sales, marketing and the legal profession.
