Solution Selling: Build Better Business
How to win more sales through a consultative selling approach
Reed has teamed up with Dale Carnegie Training® to provide you with a one day workshop on how to win more business through a consultative selling approach.
The course develops the confidence and skills of participants when face to face with Decision Makers, to be able to consult with potential buyers to deliver a product that meets their needs.
Participants have the opportunity to practice the 5 step consultative selling process when in meetings: Building Rapport, Generating Interest, Providing a Solution, Handling Objections and Gaining Commitment.
By completing the course the following learning objectives will be achieved:
- Build the self-confidence to overcome the challenges of selling
- Communicate value and sell from a buyers point of view
- Apply a consultative selling process to accelerate the sales cycle
- Strengthen relationships by building credibility and client loyalty
- Develop a positive attitude to generate predictable sales results
Course Outline: How to win more business through a consultative selling approach
Module 1: Build Rapport
What you say when you first make contact with the potential buyer is crucial in establishing a relationship of trust and credibility. This module will ensure you get every meeting off to the right start.
- Determine value from a buyer’s point of view
- Employ three strategies to make buyer’s eager to talk
- Establish immediate credibility to build alignment with buyers
Module 2: Generate Interest
Generating interest uses questions to help the buyer and seller clearly identify needs, and see ways to solve problems or create opportunities, earning the seller the right to provide a tailored solution.
- Practise methods to uncover and appeal to different buyer interests
- Create powerful questions to get the information needed from buyers
- Widen the buyer expectation gap to create interest
Module 3: Provide a Solution
This step of the sales process ties your solution to the needs and interests of the buyer. How you communicate what you are able to deliver can be the difference between winning the business and missing out
- Develop solutions that are unique to each buyer
- Formulate solutions that appeal to buyer’s logic and emotions
- Present solutions that are persuasive and convincing
Objections to your solutions are a natural part of selling. This module will ensure you are equipped to continue the sale, even in the face of initial apparent objections.
- Apply a win-win process to resolve objections
- Identify points of agreement to lower buyer resistance
- Respond to the six most common objections with confidence
Module 5: Gain Commitment
As you move toward the end of the sales process it becomes important to create a sense of urgency for the buyer and to find a natural way to ask for the commitment.
As an outcome on this course, participants will feel more comfortable moving the business winning meeting to a natural, non aggressive close
- Evaluate buyer perspective to move the sale forward
- Engage the prospect’s emotions in the buying process
- Apply six methods to ask for the sale with confidence
Remember that participation is on a first come first served basis. So don’t miss out on this opportunity to help grow your business.
How to Register
This course is run only once minimum course numbers have been reached. To register your interest please contact our training department on the details below.
Call our training team on 1800 80 60 60 or email training@rcd.com.au to reserve your place now!