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What is consultative selling?
Consultative Selling centres around your client, their goals, their problems and challenges. The Consultative Selling process gives you a framework for an open conversation, where you will explore, tailor and agree the most appropriate solutions for your client, ensuring they feel compelled to buy from you.
We've designed our own consultative selling process, ASPIRE.
Consultative Selling is vital as the 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.
The good news is, 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.
Consultative Selling 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.
Aspire Consultative Selling is our most popular sales training course. We run it as a public course, as well as in-house.
ASPIRE is suitable for new business sales as well as existing customers.
The course is a great fit for both B2B and B2C sales people, who work in telesales or field-based sales. 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, ASPIRE can give you the structure and technique to be a skilled consultative-seller.
What's covered on the ASPIRE Consultative Selling course?
ASPIRE Consultative Selling
- Intro to ASPIRE
- Understanding your ideal customer
- Asking the right questions
- A conversation formula for sales success
- Tailoring and agreeing solutions
- Presenting with WOW factor
- Gaining customer commitment
- The loyalty ladder
- Upselling and Cross-selling
- Asking for referrals and case studies
You'll get a 20 page Workbook to take away from the ASPIRE Consultative Selling Course
What delegates say about the ASPIRE Consultative Selling course
"Sales made easy - great course"
"My clients will respond much better to these techniques - thank you"
"I loved the new style of questioning as it shows how much I care about customer service"
"I feel so much more confident to work on my list of leads now!"
"I'm definitely going to recommend Momentum South West - you guys make learning fun. Great content!"
Our ASPIRE Consultative Selling Course runs as an Open Course at least 4 times per year.
Here's a few other courses for improving your sales skills
Consultative Selling for New Business
- 4th March 2020
- 16th June 2020
Mastering Social Media
- 14th November 2019 - SOLD OUT
- 6th February 2020
- Full Day Course
- Open or In-House
Building a Sales Strategy
- 31st January 2020 - ALMOST FULL
- October 2020 - date TBC
Negotiation Skills Training
- 5th November 2019 - SOLD OUT
- 3rd March 2020
- Half Day Course
- Open or In-House
Presenting with Impact
- 2nd July 2020
- November 2020 - date TBC
Get in touch and tell us about how you think we can support you
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We're just off Junction 30 of the M5 motorway, on Pynes Hill Business Park. As you turn into Pynes Hill, take a left at the first junction and head along the road until you reach us. We're on the right hand side.
Coffee and biscuits are always on offer and there's free parking available for the duration of your coaching or training session.