raising
consulting performance
+44 (0)20 8642 9568 Contact Us
Courses portfolio: Selling skills for consultants
Programme content
| Day 1 | |
| The consultancy sales process | Introduction to the CONSULT 4P model. Qualification. Statement of personal objectives. The importance of the buying process. |
| Promotion | The three step process. Effectiveness of different promotional processes. Suspect development. Opening a telephone call. |
| Prospection | Extrinsic and intrinsic selling. Important success factors. |
| The informal meeting - casual meeting | Handling a sales transaction. Setting targets. What makes for a favourable impact? |
| The formal meeting | More on targets. Importance of agendas and use of default agenda. Review of communication styles in pleasantries. Opening an initial meeting and developing the agenda. |
| Proposition design | What data to collect? Handling difficult questions. |
| Pitching | What to put in a proposal. How to handle a presentation. |
| Preparation for skills practice workshop | Introduction to the STAR approach. Identify learning priorities. |
| Evening | Prepare for tomorrow’s case study. |
| Day 2 | |
| Reflection | Review of learnings from Day 1 |
| Skills practice workshop | Reprise on preparation session.Split into two groups – one prepares while the other one practises. Exercises are:
|
| Performance development | Extension selling. Identifying lessons learned and planning how to put them into practice |
Book a place : +44 (0)20 8642 9568
BOOKING NOW FOR SEPT
Core Consultancy Skills
Call us for further details
What our clients say
"The concept & content match with our need, the people are experienced and professional."
Jari Hietala, Finpro
"The training is practical, with lots of tools to take away"
David Saint, Action Planning
"We didn't expect to learn so much about the strengths and weaknesses of our consultants through the training. It was an extra spin off benefit to us.."
David Watts, CCD
| Sign up for our newsletter |
Elevation Learning is a registered training centre for the Chartered Management Institute and endorsed training provider for the Institute of Business Consulting.