Consultative Selling

Coach Your People on High Yield Questioning Skills with our Sales Coaching Packs 

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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.

NEW!! Enrol on our Managing Key Accounts programme in Reading on 20 & 21 October.  Download the programme summary and get in touch with us today to book your place.

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