Consultative Selling
The term Consultative Selling is a commonly used one in the B2B sales world. Since consultative selling is a discovery-based approach, it places the sales professional in the privileged role of a partner or advisor to the customer against the stereotypical insistent sale representative who merely looks at pushing a deal to closure at any cost. A Consultative Selling approach is adopted to resolve a pain the customer faces and it is the resolution of the pain that constitutes a “solution”. Also, products are just one of the elements that lead to a solution.
GrowthSqapes’ Consultative Selling Solution develops sales capability to enable the salesperson to diagnose and understand the existential issues, problems and challenges faced by the customer and then recommend a bespoke solution as a consultant/partner.
Objectives
- Create an organisation specific, unique and consultative selling approach.
- Build a consultant mindset and improve the adherence to the process of selling consultatively.
- Improve consultative selling practices, skills and methods of sales team members.
- Leverage the skills to enhance the value proposition and customer experience.
Who Should Attend?
Sales professionals including business development managers, program managers, channel managers, sales leaders and key account managers involved in B2B sales who need to act as a consultant to their client’s business to improve closing ratios.
Key Learning for Participants
- Understand the role of a consultative sales professional.
- Apply the Consultative Selling frameworks and practices to engage buyers in a customer-centric manner.
- Learn critical skills that enable them to communicate and create solutions in a compelling way.
- Learn to nurture customer relationships to increase sales results.
Business Impact for Organization
- Creation of competitive advantage via a consultative sales culture.
- Shortened sales cycle is driven via improved customer confidence.
- Increased sales revenue via higher close ratios with both new and existing customers.
- Better positioning as a customer-centric organisation.
Design Elements
Delivery Elements
