Consultative selling achieves greater sales results.
What is consultative selling?
“Consultative selling is an open and honest conversation with your client. It focuses on their challenges and how you and your product or service may be able to solve those challenges.”
Good news. Not only does consultative selling benefit your business, it benefits the customer too. Results are greater using a consultative approach because the customer is engaged, feels included in the sale and makes a decision to buy from you because you’ve demonstrated understanding of their needs. The customer’s pain points, needs and challenges are not just considered, but adequately solved.
Old fashioned ‘closing techniques’ do not work anymore.
The well-known sales catchphrase “always be closing’ is out-dated. Your customer is much more savvy than is often given credit for. They’ve researched your products and services, made comparisons between providers, asked their friends, considered the cost and now they’ve come to you for the final stages of their purchase. The last thing you want to do is be too pushy, or show a lack of understanding.
Consultative Sales Training with Momentum South West
This is our forte. We have over 20 years experience. Whether it be in the boardroom of large corporates or with a one-man-band startup, Momentum really know their sales stuff.
We are truly passionate about sales. Our purpose is to help others to experience sales success. This passion stretches so deeply that we’ve devised our own sales model. The ASPIRE sales approach. The theories are tried and tested.
The ASPIRE Consultative Sales Training Course can be tailored to your business, your products and your customers.
We’ll begin with a detailed discussion about how you sell today, what you sell, who you sell to and what the results look like.
Who is the Course for?
The course is suitable for B2B and B2C, for telesales and field sales professionals. It doesn’t matter if you are new to sales or if you’ve been in sales for years and simply want to enhance your skills. The course is also suitable for business owners who are not yet skilled salespeople.
Where is the Course held?
This is entirely up to you. We are happy to run the course on your business premises, or you may wish to use an offsite venue. We often run the course as an open course which means you can join us if there is just one delegate.
How long is the Course?
ASPIRE can be run as a 1 day course, and if you’re planning to join us on an open course, you’ll usually find these are 1 day.
If you’d like the course rolled out to your entire sales team, we’d usually advise running the full programme across 3 months. This means we’d join you 1 day per month for classroom style training, and in between sessions, we provide 1:1 sales coaching to help the delegates to fully embed the learning.
All delegates will leave the training room with a personal plan to begin practising ASPIRE with their customers.
We can support you following the course. Some of our clients enjoy the support of 1:1 coaching and some have even been known to invite us into sales appointments. Training is best embedded by drawing up personal development plans for each individual. We can support your managers with this too. Just tell us what you think you need.
What does the ASPIRE Sales Training Course teach?
Delegates will learn a variety of skills and techniques to help acquire new customer, retain existing customers and build customer advocacy. We’ve built some short videos to explain each stage of ASPIRE which you can watch here.
- How to build rapport and ask the right questions
- Building a great relationship for the long term
- The importance of listening and what you’re listening for
- Understanding the customer and agreeing solutions
- Presentations tailored to the audience
- Inviting the customer to make commitment
- Strategic account management
- Evolving the relationship for future sales
- Asking for referrals and reviews