Consultative Selling Skills – Webinar/WebEx/Skype Workshop

Overview

You need to give your prospects and clients a good listening to!

Long gone are the days when you would turn up and just pitch your solutions and products to them.

Instead, you need to be able to understand their requirements and also build up a picture so that you know how your products and services can help them.

You can only achieve this through consultative selling.

This workshop will provide you with the skills and techniques so you can unearth the needs and wants of your buyers so you can effectively work out a strategy on how to offer your products and services to them in the right way.

Objectives

By the end of this workshop, you will be able to:

Understand the importance of consultative selling
Understand the value equation and each of its component parts
Take what you sell and create value building statements
Take your competitor offerings and create value positions against them to compare apples with oranges
Identify hidden value that you haven’t even thought of that you can use

Workshop Outline

Duration: 60 or 120 minute versions (including a short break)

Materials: Virtual handouts provided to work through

Objectives of this workshop
Understanding “Traditional Selling” v “Consultative Selling”
What does excellence look like?
The consultative selling model
- Position – opening your interactions with impact
- Discover – mutually define needs
- Build – explore the impacts of needs and benefits
- Present – discuss options
- Resolve – resolve concerns before they become obstacles
- Secure – secure commitment to the sale or next stage
Planning and preparing for your future sales meetings

Make An Enquiry

Big Impact

Sales Improvement Through COVID-19

I am sat this morning doing final preparations to present to 200 senior leaders within the organisation tomorrow, and find myself referring to your training materials.

We are sharing best practice from the UK on why we have been able to embrace virtual meetings so quickly, as for many this new normal is still not working. A lot of our success is down to the training we have had from MTD.

Everyone has loved your trainer’s down to earth style, the pace of the training, and both the content and delivery. I would highly recommend (and will be doing) that any company that is serious about business, needs to seriously invest in your training.

I will be sharing some of your top tips for successful meetings, as they are so practical – yet so easily overlooked. My colleagues are from international operations, so this practical advice and recommendation will be reaching a long way.

I can also see a very nice sales improvement developing over the last 6 weeks. quote

So a huge thank you please pass on my comments to your senior leadership team. It is important they know just how impactful this has been.

Sue Cunliffe
National Strategic Account Manager
Novo Nordisk

CPD Accreditation

CPD Certified

The quality of this webinar has been certified by the CPD (Continued Professional Development.) This means that it meets their high standards of design and delivery.

All attendees of this webinar will receive a formal certificate from the CPD.