Lead masterful sales conversations from beginning to end with our core advisory selling program.

Engage your customers in an interesting conversation, ask intelligent questions, and listen with genuine interest to practice what is known as ‘consultative selling.’ In this private course, you will learn successful consultative selling strategies that close more new business, improve customer relationships, increase customer retention, and deliver real value to your customers.

This course follows the official Institute of Sales Management UK program.

Course Outline:

• Module 1: Develop Your Consultative Selling Skills
• Module 2: Preparation
• Module 3: Activating The Relationship
• Module 4: Listening
• Module 5: Understanding Needs And Wants
• Module 6: Putting Your Consultative Selling Skills Into Practice
• Module 7: Overcoming Objections And Winning The Sale

Learning Outcomes:

• Develop a solutions-oriented approach to consultative sales and understand how to meet your customer’s needs more effectively.
• Lead masterful sales conversations from beginning to end.
• Use questioning techniques to uncover the full set of buyer needs and desires.
• Sell ideas, insights, and perspectives that influence the buyer’s agenda.
• Develop and communicate the most compelling value case.
• Understand buyers, buyer types, and buying.
• Close new business with maximum success and integrity.
• Overcome objections that get in the way of the sale.
• Sell based on value and reduce price push backs.
• Avoid common mistakes that even the most experienced sellers make