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.
Consultative Selling is important because 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.
What our delegates say;
"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!"
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?
If you're planning to join us on an open course, you'll usually find these are 1 day and cover all of the basics in a bitesize session. Many of our clients who opt for in-house training, choose to spread the course out over 2 - 3 months.
We run Consultative Selling as an Open Course at least 4 times per year.
Join the list to receive an invitation to the next open course (with a VIP discount too!)
Got a Team? Prefer us to deliver the training in your business? No problem!
You'll get a 20 page Workbook to take away.
We aim for all delegates to leave the training room with a personal plan to begin practising ASPIRE with their customers.
Ongoing support is available. We provide 1:1 coaching and often get invited into real-life sales appointments. Just tell us what you think you need.
What you'll learn on the Aspire Consultative Sales Training Course
Delegates will learn a variety of skills and techniques to help acquire new customer, retain existing customers and build customer advocacy.
- How to build instant rapport
- Asking the right questions
- Listening to explore
- Conversation formula for success
- Building a great relationship
- Understanding your customer
- Tailoring solutions
- Agreeing solutions
- Present with WOW factor
- Inviting the customer to make commitment
- The Principles of Account Management
- The Loyalty Ladder
- Evolving the relationship for future sales
- Customer Communication Strategy
- Asking for referrals and reviews
Got a question?
Fill out a few details here and we'll get back to you in a jiffy.