Advanced Consultative Selling
5 days|Delivered on request
This advanced programme assumes delegates already work in the field. It goes past the basics into voice of the customer programmes, sales forecasting and the judgement calls that sit outside consultative selling methodology. At this level the constraint is rarely knowledge. It is judgement under pressure, which matters because sales teams are frequently trained on the product and never on the conversation. Delegates leave able to work confidently with negotiation in sales, objection handling and difficult conversations in their own organisation.
What delegates leave able to do
- Improve negotiation in sales within their own organisation, measured against consultative selling methodology
- Put objection handling on a footing they can defend to a reviewer
- Make a decision about difficult conversations without waiting for a specialist
- Explain needs analysis to someone who does not do the work
What the course covers
- Voice of the customer programmes
- Sales forecasting
- Negotiation in sales
- Objection handling
- Difficult conversations
- Needs analysis
- Service level design
Who should attend
- customer service managers
- branch managers
- client relationship managers
- contact centre team leaders
- service desk staff
