Practical Consultative Selling
3 days|Delivered on request
This is a hands-on programme. Delegates spend most of the time working through needs analysis and service recovery on live scenarios rather than listening to theory about them. The practical emphasis is deliberate: service recovery is usually the moment that decides whether a customer stays, and reading about the method has repeatedly proved insufficient. Delegates leave able to work confidently with sales forecasting, pipeline management and difficult conversations in their own organisation.
What delegates leave able to do
- Bring sales forecasting into line with current good practice, measured against consultative selling methodology
- Take ownership of pipeline management rather than escalating it
- Explain difficult conversations to someone who does not do the work
- Improve complaint handling within their own organisation
What the course covers
- Needs analysis
- Service recovery
- Sales forecasting
- Pipeline management
- Difficult conversations
- Complaint handling
- Consultative selling
Who should attend
- sales representatives
- service desk staff
- client relationship managers
