Consultative Selling Skills

All consultancy has to be sold, but selling consultancy is not the same as selling goods or other services – it needs a different approach – and consultants are often reluctant sales people and lack the skills and confidence to do it well.

So this course is designed particularly to cover the techniques involved and to help develop the confidence to apply them well. It combines theory with skills practice so the techniques can be applied immediately on return to work.

This course is for you if you are new to selling consultancy services or want to upgrade your selling performance. Selling will be part of your job and you may also have a sales target to meet.

By the end of this course you should:

• understand the tasks involved in the sales process more clearly, so you spend time on selling more effectively
• have enhanced skills that will better enable you to convert opportunities to sales
• be more confident and effective in sales meetings

The two days are split between understanding the process and handling the key transactions.

• Consultancy buying and selling processes
• Being clear about your services, promoting them, choosing channels to market
• Prospection: finding and qualifying opportunities
• Proposition design: identifying the key factors that will make a proposition compelling for a client; addressing client objections and concerns
• Pitching: preparing your pitch; negotiating and closing the sale
• Developing confidence in yourself and your products
• Developing your telephone skills
• Preparing for and conducting client meetings
• Developing a proposition jointly with a client
• Delivering a pitch and negotiating

There will be plenty of opportunity for skills practice in the role playing throughout; we use actors to add more realism to these exercises.

This course is delivered on an in-house basis only.