Pro Sell 2 Selling Consulting Services
The successful selling of any consulting service requires a different strategy and approach to that of any other product or service. The reason for an advanced approach is that when selling consulting services, you are actually demonstrating your ability to consult. Adopting a typical product pitch approach will often result in failed proposals and poor client relationships.
This intensive one day workshop covers the theory and practice of consultative selling, and will arm delegates with a set of strategies which can be applied in any sales situation.
Who should attend?
Individuals who are expected to have face to face interaction with a firm’s targets and clients in any business development capacity. The content of the course has been specifically designed for individuals who sell a consultancy based service as opposed to a fixed product or service offering.
Duration
One day
Format
The course will be delivered in an interactive classroom style with various sessions using pre recorded audio and video materials.
Accompanying Material
In order to assist in information retention, all delegates will receive the following materials:
- Credit card size process reminders
- A workbook containing training notes and handouts
Course Size
In order that all delegates receive the appropriate level of attention we will limit delegate numbers to a maximum of ten people per course.
Part One - Sales Psychology
Examines why people buy, and what can be done to influence the decision making process.
Part Two - Self Projection
Identifying the importance of first impressions, how to ensure a positive impression is created at every meeting.
Part Three - Meeting Preparation
There are many areas of preparation for a sales meeting, this section highlights the most efficient methods of preparation
Part Four - Meeting, Greeting, and Breaking the Ice
Ensuring all parties are comfortable at the beginning of a meeting to create the most appropriate environment for consulting is a vastly under rated skill. In this session, we show how to always have a great start to a meeting where relationships are built to enable true consulting to take place.
Part Five - Opening sales meetings
This session will contain various videotape examples, delegates will learn how taking control of this important section of the initial meeting determines how much information they receive from the target, and how to ensure that the meeting develops into a conversation around the targets needs and circumstances.
Part Six - Qualification
Establishing why accurate information gathering is critical to any meeting, identifying the beneficial by-products of expanded qualification.
Part Seven - Building Rapport
Examining how human relationships are built and developed and what can be done to enhance and control this process. Identifying the benefits of different questioning techniques, and the impact of active and passive listening.
Part Eight - Information Mapping
Identifying how to set a strategy, to ensure all the essential information is gathered to achieve the objective of the meeting.
Part Nine - Summation and Closing
Bringing the first meeting to an end, ensuring that the desired objective has been achieved for all parties.
Part Ten - Next Steps
Preparing the proposal, what needs to be prepared when presenting proposals, the difference between a sales proposal and a detailed quotation. Developing an understanding of features and benefits and how to use them to create differentiation between your firm and your competitors, and how to match benefits to the prospective client.
Part Eleven - Closing
Why it is important to close every meeting with all parties understanding and agreeing the next step. Also ensuring the next step closely matches our initial objective.
Pro - Sell 2 Consultative Sales Strategies training courses available to book:
| Location | Date | Price (ex vat) | Places |
