Consultative Selling Skills - Advanced

For experienced sales staff who wish to refresh their skills and techniques.
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Who is this course appropriate for?

Business Development Managers with some experience of successful business-to-business sales in financial services will benefit from this course which will refresh their skills and techniques.

Content Summary

  • Product & service differentiation
  • Sourcing good quality leads
  • The elevator pitch
  • Effective sales presentations
  • Proposal writing
  • Idnetifying further business opportunites
  • Customer loyalty & retention
  • Using social media as a sales tool
  • The importance of customer relationship management (CRM) software
  • Telesales technique

This workshop is highly interactive and includes a variety of techniques and exercises including role play.

Delegate Development Outcomes

The aim of the workshop is for delegates to improve their conversion rate at each stage of the sales process by developing a more structured, confident approach when dealing with decision makers at Board level. Delegates will be able to conduct a detailed fact find of the financial and business position, fully uncover a prospect’s needs and be able to present a solution that meets both the prospect business’ needs and the financier’s that demonstrates real added value.

The workshop goes beyond the face to face sales scenario, looking at time-efficient methods of generating leads, effective networking, appointment making and looking for further business opportunities. Due to the practical nature of the workshop delegates will be able to immediately apply the techniques learnt to win more profitable new business.

Really helpful… Competitor analysis skills invaluable. John

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