Consultative Selling - 7 Steps to Success

United Kingdom
Dates flexible
Course Type
Professional Training Course
Yes (Details)
Course Fee

Course Overview

Consultative selling or solution selling is a needs-based selling approach that focuses on building relationships with prospects and customers and identifying solutions to their challenges through strategic questioning and active listening. In today's fiercely competitive marketplace buyers have endless options available. Having a good product is no longer enough. Succeeding in this competitive environment means understanding the changing world of your buyers and adjusting your sales approach accordingly to drive meaningful value. Successful sales people build strong relationships with their prospects and customers and demonstrate a deep understanding of their needs and problems. They act as trusted advisors who can help solve those problems and identify new business opportunities. They do this by using a consultative sales approach. This course provides a simple seven step approach to consultative selling which builds value for both you and your customers.

Who should take this course

Sales Executives Sales Supervisors Sales Managers Account Managers



Course content

Introduction to Consultative Selling :

What is consultative selling? How is it different to traditional selling?

Step 1 - Research. Find out as much as you can about your prospect/customer's business needs. Qualify leads and focus on the most promising opportunities. Step 2 - Build Trust Build credibility and trust Strategic questioning skills. Active listening skills
Step 3 Position yourself as a trusted advisor. Positioning - differentiate yourself in the market Share insights and demonstrate your understanding of the customers' situation. Step 4 - Identify Opportunities. The Buying Decision Cycle. The decision-making process and selling strategies for each phase of the process. The key influencers in the complex sales structure of large organisations. Identify opportunities Agree timelines and budgets. Step 5 - Propose Solutions. Design solutions customised to your customer/prospects' needs Use your prospect/customers' language to prompt action. Negotiate a winning deal. Step 6 - Follow Up. Confirm what has been agreed in writing. Address any outstanding concerns. Agree next steps. Step 7 - Close. Closing techniques. Post-sale relationship.

About Course Provider

London Training for Excellence offer a wide range of training courses in London for organisations and individuals who wish to advance their skills and knowledge in the business world. With a great training centre in London, London TFE have everything that is needed to understand the basic needs of a business. Each course focuses on the ‘real-life’ issues a business could face and how to tackle them with ease.

London TFE have a team of enthusiastic leaders and instructors who share a passion for education and want to deliver that same passion to every individual who wish to take a business to succession. Each training courses London encourages individual to aim high and reach their full potential.

How to enroll?

Provide us with your contact details, course provider will get back to you.

A representative from London Training For Excellence will contact you soon.