Training
Certificate in Consultative Selling
Date of Training: 22nd, 29th and 30th SeptemberRegion: Dublin
Trainer: Dave Malone, Evolve Organisation Learning Consultants
Venue: The Boardroom, O'Callaghan Davenport Hotel, Dublin
Price for SII Member: EUR 885
Price for non-SII Member: EUR 935
Duration: 3 Day
Type: Workshop
Certificate in Consultative Selling
In these challenging times budgets in most areas have been cut. Decision making has gone up a level in the management structure.
This three day modular programme covers the core skills and tools required to kick start your sales activity and get a sales pipeline moving again.
This certified programme is designed specifically for Business to Business Salespeople. It is certified at Level 6 by FETAC.
Style of the Programme
The programme is very practical focusing on skill development using videoed role play with specific feedback from the tutor. There is a maximum of ten participants on the programme to facilitate the maximum amount of interaction and feedback to each participant.
Programme deliverables:
This programme will dramatically improve the business development and customer retention of the salesperson. This programme provides practical skills, tools and supporting processes that will transfer to the field efficiently and effectively. After attending this course salespeople will have the ability to:
• Differentiate their product /service so that it is sold on value and relevance as opposed to price
• Get much higher quality business leads
• Identify more strategic networking opportunities
• Manage their sales pipeline so that there is more consistency in sales figures
• Significantly increase their forecast accuracy
• Increase the number of appointments made by phone and email
• Structure a new business meeting to sell more effectively and shorten the sales cycle
• Better understand and profile their sales prospects
• Ask the best sales questions to qualify and position their product / service
• Sell more profitably and efficiently
• Repeat the sales process and improve continuously
Programme Content
The Psychology of the Seller
• Managing your mindset
• Staying Motivated
• Successful thinking to maximize performance
Prospecting Activities
• Techniques to target better prospects
• Where are how to network
• How to ask for referrals from existing clients
• Identifying and working with Complimentary Solution Providers
• How to get appointments by phone
• How to structure the sales letter
Understanding Your Pipeline
• How to manage your Pipeline
• Improving forecast accuracy
Planning for Sales Meetings
• Understanding the prospect
• Understanding the customer's position
• Identifying the decision making process
The Sales Meeting
• How to run and control sales meeting
• Adjusting your sales approach for different types of personalities
• How to qualify the prospect and the opportunity
• Effective questioning techniques uncover real needs
• Presenting your solution
• How to differentiate your product / service
• Conditioning: Using the techniques of influence to increase conversion of sales
• Handling objections: using forward planning to handle objections seamlessly
• Closing: Gaining commitment or movement to the next stage
Certification: This programme is certified at FETAC Level 6
David has spent over 15 years in the training and education industry. During that time he has worked with financial services, telecommunications, and service-orientated industries honing his skills with business development teams both at corporate and retail levels.
He has cultivated his training style through working with training organisations from Ireland, UK, and the USA. Over the years he has worked with organisations at all stages of their development from launch to maturity. He is a regular speaker on the business circuit both in Ireland and the U.K. for the likes of the CIPD, Sales Institute of Ireland, CCMA, Bankers Institute etc. His style is considered innovative, engaging, and highly participative.
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Group Bookings of 4 or more receive 10% discount.
