Sales Management Training Course

Grow your sales in 2012.  Book a place today on our 'Leading the Sales Team Master Class with Brett Lyons'  on 12 & 13 March in Heathrow and 28 & 29 March in Manchester.  Email sales@tlsa.co.uk or call us on 0845 600 1556 for more details.

Consultative Selling & Sales Process

 

 

 

 

 

 

Next Steps

Contact us today to discuss your needs:

Call 0845 600 1556

Email us

Consultative Selling - Training for Salespeople

Consultative Selling, or relationship selling, is an advanced sales skill used by account managers in key and major account management. It is a combination of skills, knowledge and behaviours through which the account manager defines the specific business and emotional needs of the customer and then creates a solution that meets those needs.

 

Consultative Selling can be delivered as a tailored stand alone programme or integrated into a key account, major account or a new business programme. See our in-house process.

 

Typically a consultative selling programme will cover:

 

  • The Buying Cycle - how and why people make buying decisions
  • Managing the Consultative Sales Process - sales cycles which are ‘consultative’ are often spread over a period of time. Professionals learn the key steps which enable them to manage and time these sales cycles
  • The Consultative Sales Process - a four stage process through which the sales person implements the consultative sale.

 

Participants completing a Consultative Selling programme will develop the skills to:

 

  • Generate more sales and develop long term relationships
  • Build ‘trust based’ relationships with their customers
  • Use high yield questions to identify and agree needs with their customers
  • Sell solutions that meet customer needs
  • Manage the consultative selling process.

  

Next Steps

Contact us today to discuss your needs:

Call 0845 600 1556

Email us

 

TLSA The Sales Training Company 

Sales Training / Sales Management Training / Consultative Selling

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