Consultative Selling Skills
OVERVIEW:
The Consultative Selling Skills workshop
introduces the participants to the benefits of adopting a client rather
than a product focused approach to their sales activities.
The workshop highlights the importance of
developing positive interpersonal relationships with clients which is
essential if the salesperson is to gain the clients trust and
confidence.
The workshop develops the participants
ability to identify and develop clients needs so that they are able to
propose the best solution to meet the clients specific requirements.
WORKSHOP AIM:
The aim of the workshop is to increase participant’s ability to develop business opportunities with their clients whilst enhancing the professional image of the firm.
WORKSHOP OBJECTIVES:
By the end of the workshop participants’ will be able to:
Develop
a client focused
approach to developing client relationships & business opportunities
Develop positive
client
relationships through the use of effective interpersonal &
communication
skills
Ask quality questions
and
listen effectively in order to identify the clients needs
Effectively plan
&
prepare for a successful face to face sales meeting
Use a sales model
which
recognises the importance of identifying client needs and buying
criteria and
match the
products/services of
the firm to the requirements of the client
Effectively present
tailored
solutions to meet clients needs
Overcome client
resistance
Gain client
commitment
Workshop Content
Introduction to Consultative Selling
Definition of
‘Consultative Selling’
Key skills
& behaviour required for successful relationship development
Difference
between being client and product focused
Client
expectations of a salesperson - what the client buys!
First Client meeting role-plays
Participants will conduct client meetings using real client case studies
Review and debrief – Coaching for improved performance
Developing
Positive Client
Relationships
Interpersonal &
communication skills
Rapport
Building
Verbal
& non-verbal communication
Skills of
enquiry, questioning & listening techniques
Structuring & Managing the Meeting
Client Relationship Process – Proactive sales
activities
Researching,
planning & preparing for the meeting
Structuring
the meeting
Opening the
call
Identifying
& developing client needs
Managing
the meeting
Practical exercises
Second Client meeting role-plays
Participants will conduct client meetings using real client case studies
Review and debrief – Coaching for improved performance
Summary & close
Presenting Tailored Solutions to Clients Needs
Matching solutions to clients needs
Creating
differentiation
Features,
advantages & benefits
Syndicate
exercise
Presenting
products/services to meet clients needs and develop differentiation
Managing Client Resistance
Handling typical objections
Attitude
and emotions
Process for
managing resistance
Syndicate
exercise
Strategies
to over come typical client objections
Gaining Client Commitment
Attitude
Timing
Levels of
commitment
Adopting
right approach for client
Closing
techniques
Final client meeting role-plays
Participants will conduct client meetings and practice all of the skills they have learned during the workshop
Review and debrief – coaching for improved performance
Summary & Close