Consultative & Insightful Selling in a Changing World

In today’s dynamic business environment, traditional sales strategies are no longer sufficient. This course equips sales professionals with consultative and insightful selling techniques to foster authentic, long-term, and customer-centric relationships. By understanding client needs, uncovering buying motivations, and employing effective communication strategies, participants will learn to become trusted advisors to their customers.

Through practical exercises and expert guidance, sales teams will gain the tools to thrive in challenging economic times, address objections effectively, and deliver value-driven solutions that enhance customer loyalty.

This course is ideal for:

Sales professionals aiming to elevate their skills and build stronger client relationships
Account managers responsible for maintaining key accounts
Business development executives seeking to understand customer motivations
Team leaders and managers looking to implement consultative sales techniques

Building Trust: Establish credibility and rapport with clients using relationship-focused techniques.
Understanding Buyer Motivations: Apply personality style-matching to uncover client needs and buying drivers.
Consultative Selling: Use the Like-Trust model to explore customer needs and champion solutions.
Insightful Selling: Reframe challenges and create teaching pitches for agile organizations.
Objection Handling: Address objections with confidence using structured techniques.
Closing Techniques: Master various approaches to close sales effectively and build long-term relationships.

By the end of this course, participants will:

Develop the skills to prospect effectively and create a robust sales funnel.
Understand and leverage buyer motivations to craft personalized sales pitches.
Build and maintain meaningful customer relationships through consultative techniques.
Apply insightful selling strategies to deliver value to agile organizations.
Handle objections confidently and use proven closing techniques.
Become a trusted resource for key accounts, ensuring long-term business success.

Day 1: Understanding Consultative Selling

Module 1: Introduction to Consultative Selling

Identifying client needs and challenges
Establishing credibility as a trusted advisor
Prospecting techniques and managing sales funnels

Module 2: Buyer Motivations

Self-assessment exercises to understand personality styles
Techniques to motivate buying decisions

Module 3: Consultative Selling (Part 1)

Overcoming reasons why people don’t buy
Building rapport using the Like-Trust Model
Exploring customer needs through effective questioning

Day 2: Advanced Insightful Selling Techniques

Module 4: Insightful Selling

Targeting agile organizations and identifying sales opportunities
Understanding the roles of a sales professional
Reframing for insight and developing a teaching pitch

Module 5: Consultative Selling (Part 2)

Supporting clients by focusing on the biggest benefits
Upholding client decisions and addressing rejection scenarios

Module 6: Objection Handling and Closing

Identifying and managing different types of objections
Applying the LACAVA framework for objection handling
Mastering closing techniques to finalize sales

This training empowers sales professionals to move beyond transactional selling and build meaningful client relationships. By mastering consultative and insightful selling techniques, participants will enhance their ability to deliver value, address objections, and secure long-term business success.

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