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Consultative Sales Skills

Our tailored training program emphasizes these key skills, guiding your workforce to deeply understand and effectively respond to customer needs. Our program focuses on why you need to implement a consultative approach, facilitating meaningful interactions that build lasting relationships with your clients.

consultative sales approach

Corporates

For businesses, our Consultative Sales program is an invaluable tool designed to refine your business performance. The course shifts sales teams from a product-centric selling approach towards a more effective, customer-oriented perspective. Our expert trainers collaborate with your sales teams, helping them to embrace strategies that position customer needs at the heart of all sales initiatives. The implementation of these methods encourages the establishment of stronger, more significant customer relationships, enhancing customer satisfaction and loyalty.

consultative selling is

INDIVIDUALS

On an individual level, the Consultative Selling course serves as an excellent platform for personal and professional growth. Regardless of your experience in the sales field, our course provides you with the required tools and techniques to thrive. We offer comprehensive training on how to understand and respond effectively to customer needs, a skill set that greatly amplifies your potential in sales interactions. With a focus on customer needs rather than just selling a product, you transform into a more proficient salesperson, capable of building robust relationships with clients, which is integral to long-term success.

Consultative Selling

What is Consultative Selling?

In the world of sales, no approach is more powerful than consultative selling. Consultative selling is about understanding the customer’s needs and crafting solutions that can satisfy these needs in the most efficient way possible. It focuses on forming long-term relationships with customers, rather than focusing purely on immediate transactions.

Instead of simply pushing products or services, consultative sales emphasizes the importance of dialogue, understanding, and collaboration with customers. It’s about asking the right questions, listening to customers’ needs, and delivering tailored solutions that provide real value.

Consultative Selling

What is Consultative Selling?

In the world of sales, no approach is more powerful than consultative selling. Consultative selling is about understanding the customer’s needs and crafting solutions that can satisfy these needs in the most efficient way possible. It focuses on forming long-term relationships with customers, rather than focusing purely on immediate transactions.

Instead of simply pushing products or services, consultative sales emphasizes the importance of dialogue, understanding, and collaboration with customers. It’s about asking the right questions, listening to customers’ needs, and delivering tailored solutions that provide real value.

the conversation
consultative sales

Traditional Selling vs Consultative Sales Approach

The traditional sales approach and the consultative sales approach represent two different paradigms in selling. Traditional selling tends to be product-focused; salespeople lead with their product or service features and benefits, aiming to convince the customer that their offering is superior. This method is often characterized by high-pressure tactics and a sales-centric view. On the other hand, the consultative sales approach revolves around the customer.

Instead of starting with the product, consultative sellers want to start with the customer’s needs, problems, and goals. You need to ask insightful questions, actively listen to responses, and propose solutions that directly address these needs. The focus is on building trust and fostering a long-term relationship rather than on making a quick sale. This client-centric approach of consultative selling allows for a more personalized experience, often resulting in increased customer satisfaction and loyalty.

CONSULTATIVE SALES SKILLS

TOPICS COVERED IN CONSULTATIVE SALES

Introduction to Consultative Selling
  • Understanding the Consultative Sales Approach: Distinguishing between consultative selling and traditional selling methods, and explaining the significance of consultative selling in the modern business environment.

  • The Consultative Sales Process: Exploring the 8 stages of the consultative selling process and how they build upon each other.

  • The Consultative Seller’s Mindset: Discussing the critical attitudes and perspectives that effective consultative sellers adopt.

  • Key Benefits of Consultative Selling: Identifying the potential benefits and impacts of consultative selling on the salesperson, the customer, and the organization.

Preparing for Consultative Selling
  • Customer Research and Analysis: Learning how to effectively research potential clients to gain valuable insights that will inform the consultative selling approach.

  • Product/Service Knowledge: Reviewing the importance of comprehensive product/service knowledge and how to use it in the context of a consultative selling approach.

  • Positioning Yourself as a Consultant: Understanding the role of a sales consultant and how to create a trusted advisor relationship with the client.

  • Building the Value Proposition: Defining and refining your unique value proposition in alignment with your customer’s needs.

 
Mastering the Consultative Sales Conversation
  • Probing and Active Listening: Teaching the art of asking effective questions and actively listening to the customer’s responses to truly understand their needs.

  • Problem Diagnosis: Learning to analyze and interpret customer needs, and align them with your product or service solutions.

  • Solution Presentation: Discuss how to effectively communicate tailored solutions to customers, emphasizing the value they will receive.

  • Handling Objections: Providing techniques for addressing and overcoming objections, ensuring that the conversation keeps moving towards a successful conclusion

Closing and Follow-Up in Consultative Selling
  • Gaining Commitment: Discuss strategies for gaining the customer’s agreement and closing the sale in a manner that leaves the customer feeling satisfied and valued.

  • Importance of Follow-Up: Highlighting the necessity of a well-planned and thoughtful follow-up strategy in consultative selling.

  • Building Long-term Relationships: Examining ways to nurture and maintain a long-term relationship with the customer beyond the initial sale.

  • Evaluating Success: Discuss how to measure and evaluate the success of a consultative selling approach, focusing on both quantitative and qualitative factors.

About This Training

Course overview

By the end of Consultative Selling training, your sales team will be able to:

  • Understand the fundamental principles and stages of the consultative sales process.
  • Develop an adaptive, client-centric mindset and approach to selling.
  • Apply effective questioning and active listening techniques to understand client needs.
  • Present solutions that directly address client problems and create value.
  • Gain commitment, effectively handle objections, and close sales.
  • Follow up and nurture long-term relationships with clients.

Our methodology involves an immersive, interactive learning approach which includes:

  • Lectures and presentations for conceptual understanding.
  • Role-play scenarios and case studies for practical application.
  • Group discussions to facilitate idea sharing and collaborative problem solving.
  • Individual assessments and feedback for personalized development.
  • Post-training resources and support for continuous learning.

This course is designed for:

  • Sales professionals looking to enhance their selling skills and techniques.
  • Business development executives seeking to foster deeper client relationships.
  • Customer service professionals aiming to better understand and serve client needs.
  • Marketing professionals seeking to better align their strategies with sales processes.
  • New entrants in sales roles aiming to develop effective selling skills.

1-2 days

10-20 participants recommended

Our training program can be tailored to meet your organization’s specific needs. We take the time to understand your business, products/services, sales challenges, and goals to customize our content and approach. This ensures maximum relevance and practical applicability for your team.

  • Online or Face-to-face

REQUEST YOUR QUOTATION

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Equip your team with the power of consultative selling

Our Consultative Sales Skills course doesn't just teach your team how to sell, but how to listen, understand, and respond to customer needs, thereby fostering loyalty and trust. The consultative sales approach transforms your sales from transactions to the conversations that clients have with their own trusted advisors. Equip your team with the power of consultative selling, and watch your sales team thrive in ways you never thought possible.

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