Consultative Sales Training
Our consultative sales training workshop is a highly interactive workshop focusing on the fundamentals of a consultative sales process. It has been psychologically supported that how effective you are with people far outweighs intelligence, education, or physical assets. People buy from people they like and people they trust.
Consultative selling starts with building a relationship and creating trust. By fully understanding the customer’s needs, wants, demographics, concerns and objections, sales consultants can create a win-win relationship that ultimately increases sales!
The Problem
- Ineffective communication skills
- Not understanding consumer/client needs
- Misunderstandings due to ineffective communication
- Poor customer service
- Presenting yourself “like someone else” – not developing your own style
- Focusing on the sale instead of the relationship
Our Solution
- Create a consultative approach to sales
- Acknowledge the attitudes and skills necessary to conduct effective conversations
- Improve listening skills and understand how it will improve your overall communication with others
- Apply questioning techniques to gather the right information for a consultative approach
- Recognize the root cause of negative emotions and how they apply to objections
- Influence emotions so we get to conversation that will achieve the results we are seeking
- Use the DiSC® personality assessment to understand communication style and utilize techniques for adjusting behavior depending on the situation and others’ needs
- Present products or solutions that focus on what’s important to the customer
Consultative Sales Training Course Outline
Consultative Selling: define, and create the right focus
This section will:
- Define the concept of consultative selling and how it differs from traditional sales approaches
- Explain the benefits of consultative selling for both the salesperson and the customer
- Discuss how to shift focus from product features to customer needs and solutions
- Introduce strategies for positioning oneself as a trusted advisor rather than just a seller
Building Relationships and Trust
This comprehensive section covers key interpersonal skills:
DiSC® Communication Styles
- Introduction to the DiSC® model (Dominance, Influence, Steadiness, Conscientiousness)
- Identifying one’s own DiSC® style and recognizing others’ styles
- Adapting communication approach based on the customer’s style
Conversation techniques
- Strategies for initiating and maintaining engaging conversations
- Techniques for building rapport and finding common ground
The Art of Asking Questions
- Types of questions (open-ended, closed-ended, probing)
- When and how to use different question types in the sales process
- Using questions to uncover customer needs and pain points
Listening Effectively
- Active listening techniques
- Overcoming barriers to effective listening
- Using listening skills to gather valuable information and show empathy
Techniques to quickly create trust
- Building credibility through knowledge and expertise
- Demonstrating reliability and consistency
- Showing genuine interest in the customer’s success
Communication and Presentation Skills
Visual, Verbal, and Vocal Communication
- Body language and its impact on sales conversations
- Effective use of tone and pitch
- Choosing words that resonate with customers
Email and Telephone Etiquette
- Best practices for professional email communication in sales
- Techniques for effective phone conversations and voicemail messages
- Balancing persistence with respect in follow-up communications
Understanding the Customer
This section focuses on comprehensive customer analysis:
Needs, Wants, Demographics, and Concerns
- Techniques for identifying and prioritizing customer needs
- Understanding the difference between needs and wants in the sales context
- Analyzing demographic information to tailor sales approaches
- Anticipating and addressing common customer concerns
Product Presentations
Focus on what the customer wants to know
- Tailoring presentations to address specific customer needs and interests
- Avoiding information overload by prioritizing relevant features and benefits
Techniques to present to large or small audiences
- Adapting presentation style for different group sizes
- Engaging audience participation in various settings
The importance of rehearsing
- Strategies for effective presentation preparation
- Techniques for managing nerves and projecting confidence
Objections
Identify the emotion behind the objection
- Understanding the psychological aspects of customer objections
- Recognizing underlying concerns that may not be explicitly stated
Strategies to overcome objections
- Techniques for addressing common sales objections
- Turning objections into opportunities for further discussion and trust-building
Closing the Sale
Techniques to ask for the sale
- Recognizing buying signals
- Various closing techniques and when to use them
- Overcoming fear of rejection in asking for the sale
Practice: Using client-specific situations, participants will practice skills
This hands-on section will:
- Provide realistic scenarios based on actual client situations
- Allow participants to role-play and apply the skills learned throughout the course
- Offer opportunities for peer and instructor feedback
- Help participants develop action plans for implementing new skills in their sales roles
Throughout the course, there will be interactive exercises, group discussions, and opportunities for participants to apply the learned concepts to their specific sales contexts.
Target Audience
Salespeople, managers, and anyone who is responsible for presenting product/service information to a consumer/client with the end goal being to build a foundation for stronger, ongoing relationships and increase sales.
Delivery Options
- Full-Day Training Workshop
- Multi-Session Webinar
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Need On-Site Training?
Interested in running a custom-tailored consultative sales training course at your location? Contact us at inquiries@trainsmartinc.com or fill out the form below.