|skip to navigation

elevation learning provide accredited consultancy courses, communications skills courses and continuous professionanal development

raising
   consulting performance

+44 (0)20 8642 9568 Contact Us

Selling skills for consultants

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:
  • Conduct a telephone call
  • Conduct an initial meeting
  • Gather the data to create a proposition
  • Make a pitch
The session is run as a continuous workshop.
Performance development Extension selling. Identifying lessons learned and planning how to put them into practice

 

Back to Overview

 

Book a place : +44 (0)20 8642 9568

Booking Now for 2012

Core Consultancy Skills 20-22 February

Call us for details of our other training courses

What our clients say

You will recall that we had been invited to interview the following Monday for a piece of work with an existing client - I promised to let you know how we got on. Well we braved a very snowy trip north and were told that we had been asked to interview with one other competitor, who had proposed much lower day rates and a lower overall fee (as we had suspected to be the case).

Anyway, it was well worth the trip as we managed to use some cleverly crafted problem statements to show them the pain they would be in if they chose anyone other than us and we won!

Thank you!




Institute of Consulting CMI management training

Elevation Learning is an approved training centre for the Chartered Management Institute and endorsed training provider for the Institute of Consulting.

Sign up for our newsletter