Consultative selling is a customer-centric sales strategy that prioritises trust, rapport, and individual customer needs. The focus is on building an authentic relationship with the customer through trust and two-way communication. Consultative selling is about selling to their needs. To prove this to the customer, a positive relationship must be built. Communication skills will help you build this relationship, such as enthusiasm, honesty, and trustworthiness. Potential clients who are seeking what you have to offer will be looking for a level of assistance and knowledge.
In this programme, the participants will be trained on all of these important dynamics, which form a significant portion of the “supplementary” features of consultative selling. That is, those qualities that separate successful consultative salespeople from others.
This should be viewed as an opportunity to help your customer and to grow your relationship with them. It will enable the participants to employ strategies for consultative selling in a positive, two-way transaction between the salesperson and the customer.
Methodology
This training will be highly interactive and action-oriented. It combines a maximum mix of learning methods, including short inputs, group exercises and feedback, questionnaires, hands on experience and role-plays using both case studies and real-life situations. You will be continually stimulated to think about what you will do differently and how you will transfer the learning to change and upgrade your current appearance.
