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Old-fashioned ‘push’ selling where you try to persuade the prospect to buy your product or service dropped out of fashion years ago – because all to often it generates resistance that gets in the way of the sale. A far better approach is Consultative Selling, in which the sales person acts as a ‘consultant’ who ask lots of questions to fully understand the prospect’s need and then presents solutions to solve the need.

This highly practical workshop explores how this collaborative approach to selling works; how to build rapport and deepen the relationship; what questions to ask to uncover not just superficial needs but also deeper needs; the difference between features and benefits; how to move the sale forward, recognise buying signals and closing the sale.

Professionals already in a sales role or those newly joined will benefit greatly from attending this sales course.

Learning objectives

By the end of the session participants will:

  • Use a consultative selling approach with ease
  • Build rapport effortlessly and become a trusted advisor
  • Use an effective sales structure to keep them on track
  • Quickly detect and act upon buying signals
  • Acquire techniques for overcoming objections
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Consultative Selling

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Tailoring our design for you

This outline provides a great flavour of the skills and knowledge your people will benefit from by attending any Speak First training or coaching on this topic – whether standard, tailored or bespoke.

Here’s how Speak First can make the training even more relevant for you and your people:

Tailored Design

Tailored design develops existing content and enhances it with relevant case studies, role-plays and more to make the learning even more effective for your people

Bespoke Design

Working in partnership with you, we develop bespoke solutions that incorporate this, and other topics, to create custom solutions for your organisation’s specific needs

Sample Participant Journey

All our training and coaching can be booked as a one-off course or session where your people will leave with the confidence, tools and skills needed to put their learning into practice Many of our clients work with us to reinforce this learning, while following the 70:20:10 framework, with 1:1 coaching, virtual webinars and learning bites to embed the learning and make it sustainable Here’s a sample of how that journey could look for your people:

Participant needs identified
Line managers briefed on learning programme
Attend face-to-face training course
Workplace activities and line manager coaching
Participate in virtual webinar
Workplace activities and line manager coaching
Individual 1:1 telephone coaching
Follow-up activities and/or action learning

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