Catalyst HRD Ltd

T: 01425 402025
E: enquiries@catalysthrd.co.uk

Consultative Selling	2 Day Course

Course Objectives:

To enable individuals to: use a structured approach in customer meetings prove your organisation has the capabilities needed negotiate with customers where appropriate deal with a wide range of difficult situations maximise opportunities for increased business adopt a problem solving, consultative approach with customers

Course details:

	Differences between consulting and selling understanding the buyer's perspective professional consulting Rapport greeting your customer building rapport defining the agenda The consultation a structured approach diagnosing the problem establishing the reasons basic questioning techniques understanding corporate goals exploring the business impact identifying buying motives listening skills confirming requirements Proving your organisation's capabilities presenting to persuade relating customer's requirements to your organisations's products/services emphasising benefits and USP's value justification Negotiating skills negotiating alternatives retaining customer commitment dealing with objections recognising opportunities Saying "No" effectively when the customer knows best when customers make unreasonable demands Dealing with dissatisfaction When the specification: - doesn't meet customers requirements - has to be changed by the customer - will cost more than anticipated - is causing problems Closing the meeting knowing when to close recognising buying signals your role in the sales process Following up checking for customer satisfaction gaining repeat business

Tailoring the Course Content:

Catalyst will endeavour, with your help and approval, to tailor the course content as much as possible. We can do this by:

Incorporating your organisation's documentation
Referring to your organisation's policies, guides and procedures
Agreeing pre-course and post-course work
Tailoring exercises and the course manual to suit your requirements

For further details on how Catalyst can tailor your course see Tailored Courses.

Facilitation:

This course is participative and challenging. It shows delegates how to use a structured, professional approach when selling complex goods and services. Use is made of a variety of training media including CCTV, video, role-plays and group discussion. The trainers who facilitate this course have extensive sales experience and are keen to give pragmatic advice.

Who should attend?:

Salespeople and support staff eg technicians, programmers, engineers and designers and anyone involved in selling complex goods and services. For people who are new to selling it is suggested that they first attend our Sales Introduction course.