Consultative Selling Part 1

1
Consultative Selling Part 1 3 days
On this programme participants will develop the
tools needed to carry out the sales process in
the most effective way. Who Should Attend? All
Sales People. Pre-Course E-learning
module. Course Content Introduction and
objectives. The Role of the Sales Person
Definition of selling, factors that influence
sales results. RAC Giving the salesperson
effective sales planning tools based around the
Results Activity Competence plan,
incorporating the factors that will influence
the sales results Quantity, Direction and Quality
of activity. Sales Platform Planning sales
activity to achieve the sales results that are
required for the future. Communication Tools
The process and objectives of communication and
the things that can go wrong. How to avoid the
problems. Effective Sales Dialogue The
structure of an effective sales dialogue,
identifying the differences between product
selling and benefit selling. Pre-call
Preparation Setting call objectives, developing
a pre-call checklist. DAPA A structure
applicable to all sales situations. Defining
Customer Requirements Questioning
techniques. Presenting the Solution
Presentation tools, use of sales aids. Objection
Handling Why we get them, how to react, creating
the objection bank. Handling Price Reducing
price resistance, when and how to present
price. Gaining Commitment How to ask for
commitment. Personal Action Plan and Assignment
related to course topics.
Participants evaluation 94
Our Business School courses are now a Blended
Learning solution. This means each delegate has
the added benefit of an e-learning module to
study before attendance on Consultative Selling
Part 1. They will have access to the module for
up to 12 months after the course to act as
reinforcement and refresher.
1,235 plus VAT accommodation 15 - 17 May
2007 Kettering Park Hotel 17 - 19 July 2007 Aztec
Hotel 18 - 20 September 2007 Kettering Park
Hotel 6 - 8 November 2007 Kettering Park Hotel 4
- 6 December 2007 Kettering Park Hotel
Consultative Selling Part 1
2
Consultative Selling Part 2 3 days
Designed for all salespeople this programme will
develop the skills required to carry out all
stages of the sales process with
maximum professionalism. Who Should Attend? All
Sales People. Pre-Course E-learning
module. Course Content Review of progress since
Part 1. Overview of the total sales
structure. Booking Appointments via the
Telephone All aspects of telephone appointment
making including live call to real
prospects. Preparation before the Visit
Planning strategy and tactics Creating the right
First Impression Developing of positioning
statements and simulation to allow participants
to perfect the first 5 minutes of the sales
visit and establish best practice for
positioning themselves and their companies and
creating rapport with new contacts. Understanding
Customer Requirements Structuring the
information gathering phase to understand
customer requirements fully. Simulation of the
process. Presenting Sales Solutions Practical
session on presenting the solution.
Participants prepare and practice Requirements
Feature Benefits presentation. This session
will allow participants to practice the different
ways of gaining commitment. Handling Objections
Development of objection handling techniques and
simulations to use the techniques and objection
bank. Price Handling Development of skills to
handle early price challenges and price
objections. Simulation exercise. Final Sales
Simulation Covering all the skills developed in
the programme. Personal Plan of Action An
individual plan of action is prepared by each
participant to ensure that the knowledge and
skills developed during the course are applied
in their work.
Participants evaluation 91
Our Business School courses are now a Blended
Learning solution. This means each delegate has
the added benefit of an e-learning module to
study before attendance on Consultative Selling
Part 2. They will have access to the module for
up to 12 months after the course to act as
reinforcement and refresher.
1,235 plus VAT accommodation 19 - 21 June
2007 Kettering Park Hotel 4 - 6 September
2007 Kettering Park Hotel 30 October - 1 November
2007 Kettering Park Hotel 4 - 6 December
2007 Aztec Hotel
Consultative Selling Part 2