Consultative Sales Training, PD Training, Thursday, 06. February 2020

Consultative sales is the art of asking intelligent, well thought out questions in the hope of learning what the true requirements are in any given organisation.  The goal of the consultative sales person is to identify if their proposed product or service is the right fit for a potential customer.
The PD Training Consultative Sales course is part of our newly redeveloped Signature Series courseware, and has been designed to engage with participants and present key skills and concepts in a tailored learning experience.  Participants will learn key skills like what is consultative selling,  how to identify potential clients, different types of personality types and how to best engage with them, discovery and presenting solutions, over-coming objections and cognitive reframing and persuasion techniques.
Learning Outcomes

Understand What Consultative Selling Is
Targeting Agile Organisations
Targeting Mobilisers
The Blue Ocean Strategy
Personality Types
Building Rapport
Questioning Techniques
Proposal Presentation
Overcoming Objections
Three Levels of Insightful Behaviours
Connect, Convince, Collaborate
Cognitive Reframing
Persuasion Techniques

Course Outline



Consultative Sales Training - Lesson 1 The Changing World of Sales 

Welcome
Expectations
The Sales Landscape is Shifting
The Emergence of Insight Selling
Reflection


Consultative Sales Training - Lesson 2 Insight Selling 

Target Agile Organisations
Target Mobilisers
Teach for Differentiation
Selling in the Blue Ocean
Reflection




Consultative Sales Training - Lesson 3 Harnessing Your Sales Strengths 

Your Sales Profile
Selling to Different Personality Styles
Reflection


Consultative Sales Training - Lesson 4 The Consultative Sales Cycle 

The Sales Cycle
Building Rapport
Discovering Needs
Presenting Solutions
Overcoming Objections
Closing the Sale
Reflection




Consultative Sales Training - Lesson 5 Insight Selling Behaviours 

Three levels of insight behaviours
Connect
Convince
Collaborate
Reflection


Consultative Sales Training - Lesson 6 Additional Skills for Insightful Consultative Selling 

Cognitive Reframing
Persuasive Tactics
Reflection





Thursday, 06. February 2020, PD Training, Consultative Sales Training

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