01623 702485

Consultative Selling


(2 Days Duration)

This session is designed to equip participants to be able to work in a way defined to deliver sales success. As well as gaining a deeper understanding of the brands they represent and the attraction they have for consumers, sales people will be encouraged to target the type of account where thay can have the most impact. A sales process is then introduced to ensure that all the ‘right things’ are done to allow the presentation of a solid business proposition and allowing for long term, mutually beneficial business.

Core behaviour/competencies developed during this module:

  • Identify why you are different, and how the selling structure adds value
  • Use stories and facts to bring the brands to life
  • Understand why it is important to drive and support sales with a structured approach
  • Classify customers to ensure the correct approach
  • Effectively research a potential account to ensure suitability
  • Apply correct questioning techniques to stimulate customer demand
  • Write a powerful ‘Business Offer’
  • Generate more business through appropriate account planning


  • Welcome, introduction and review personal objectives
  • What are you selling
    Why are we different?
    What the salesperson adds
    Adding value through the selling structure
    The power of sales process
  • Customer profiling
    Who buys and why?
    Where do we find them?
    Customer classification
  • Researching Prospective Accounts
    Becoming effective and credible
    What do we need to know?
    Potential vs Payoff
    Creating a checklist template
  • Establishing the Customers’ Needs
    Preparing for the meeting
    Asking the right questions
    Focusing on perceived differences
    Need creation and development
    Plotting the conversation path
    Presenting ideas professionally
  • Making a Serious ‘Business Offer’
    Drafting a Business Plan
    Profile and background
    Implied needs
    Proposal options
    Added value
    Pricing and conditions
    Using a logical sales argument
    Making the numbers work
    Using investment wisely
  • Action planning
    Making it all happen
    Forming an account plan
    Generating ongoing business
    Keeping the relationship going
    Review, revise, resell
  • Review personal objectives, summary & close