ADVANCED CONSULTATIVE SALES 2 Days

Selling consultatively requires a much more strategic approach to our client/prospect base and demands a greater knowledge of the systems and processes behind the buying process within our client’s organizations. Understanding the buying process/ decision making process, who is involved and at what stage is vital if we are going to approach our clients with credibility maintaining them at the centre of our approach.

In this session you will learn to distinguish between a client/prospects personal and business objectives and how this can influence the whole outcome of a deal. Maintaining a ‘customer centric’ approach is vital in the way we sell these days but you will learn that a buying influencer or decision maker’s personal agenda has a huge impact too. You will discover a more indepth needs based questioning model that looks at the situation of your clients in a lot more detail and focuses on long and short term implications, future vision and constraints that all need to be taken into consideration as we successfully develop long term profitable relationships with our clients.