Consultative Selling Skills - boulden.net · Consultative Selling Skills Making a positive first impression The Rapport Sales System™ Sales skills and Yes Sets People buy from people

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Consultative Selling Skills

w Acquire a toolkit of powerful consultative sales skills w Understand how to motivate customers to buy from youw Master techniques for successfully closing the sale

Copyright © Boulden Management Consultants Ltd email: [email protected] Website: www.Boulden.net

Boulden Management Consultants trainingbydesign

Learn the persuasion strategies used by top performing consultative sales people

email: [email protected] Website: www.Boulden.net

Copyright © Boulden Management Consultants Ltd


Who should attend? Sales people with more than one year’s experience who wish to develop their Consultative Selling Skills to a more advanced level.

Consultative Selling Skills

Learning objectives

Overview This programme provides an opportunity for experienced sales people to (a) refresh themselves on the basic sales skills and (b) look in-depth at some of the influencing techniques that expert sales people use to get outstanding results. The programme is based on applying Neuro Linguistic Programming (NLP) techniques to the Consultative Sales process. It covers how to structure a sales meeting and also the influencing strategies that top sales people use to make those sales meetings run smoothly. The training places particular emphasis on identifying the factors that affect customer buying decisions and how to influence these factors favourably.

w Gain an insight into the ‘golden rules’ of consultative selling

w Increase your ability to get to the heart of the customer’s requirements

w Learn a powerful seven-step method for managing a face-to-face sales meeting

w Develop methods for handling objections w Acquire a technique for making a positive

impression

By attending this highly interactive two-day course you will:




Consultative Selling SkillsDay 1

The psychology of selling

Explaining value

Effective questioning

strategies Logical Levels Diagrams

The thoughts and attitudes that go on inside the sales person’s head (their state of mind) are crucial to good performance. Here we consider the positive beliefs held by expert sales people. We review the mindset that is associated with efficient and effective selling skills.

w Examining your current beliefsw Reviewing expert beliefsw Making changes that you feel are appropriate for you

How to describe your products in an engaging and compelling manner.

w The Curse of Knowledgew Value Propositionsw Sales Storiesw Benefits Presentationsw Milestone Plans

This set of tools is concerned with asking high-quality questions that map out precisely the customer or prospect’s needs and requirements:

w The Logical Levels Conceptw Moving up Logical Levelsw Moving down Logical Levelsw Softeners

Pairs exercise: applying the Affirmation Technique

Pairs exercise: developing Sales Stories

Pairs exercise: conducting Logical Levels Interviews

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Making a positive first impression

The Rapport Sales System™

Sales skills and Yes Sets

People buy from people they like and trust. And a big part of getting that ‘trust’ is to be able to make both, a positive first impression, and an on-going positive ‘second impression’.

w Developing Self-Confidence with the Acceptance Prophecyw Use of Body Language w Credibility Statements w Dress for Success

An initial overview of the Rapport Sales System™, which is a highly efficient process for facilitating a consultative sales meeting. The method includes; identifying needs, building the motivation to act and getting a commitment to take action..

The ability to influence and persuade is the key competency of expert sales people. This includes the ability to build a history of agreement into a conversation (a skill known as developing ‘Yes Sets’.) Here we cover five key skills. Mastery of this skills toolbox, which is based on NLP (Neuro Linguistic Programming) concepts, allows the sales professional to conduct face-to-face meetings with elegance and precision.

w Matching and Leading Values w Summarisingw Reframingw Behaviour labellingw Conditional close

Exercise: practising making a positive first impression

Exercise: sales role plays

Pairs exercises: using the sales skills

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Understanding the Sales Cycle

Making a connection with

the prospect

Understanding the steps involving in wining business (i.e. defining the Sales Pipeline) and learning how to set sales goals in line with those ‘Pipeline’ stages.

w Defining the Sales Pipeline w Relationship Analysisw Conducting Researchw Setting Meeting Goals

Looking in-depth at the first two stages in the Rapport Sales System™. This involves setting clear goals, establishing an initial connection and finding out some background information.

w Rapport building w Analyse the background and mapping the stakeholders

Group exercise: improving our planning process

Pairs exercise: understanding the sales qualification process

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Identifying and developing

the needWorking with logical levels diagrams to identify customer needs and then to build the prospect’s motivation to act to resolve those needs.

w Problem identificationw Probe for needsw Quantifying the financial implications of the need

Pairs exercise: finding the opportunityu





The use of role-plays to practise moving through all seven stages of the Rapport Sales Call Method™ in one session.

Case studies

The last two stages of the Rapport system cover presenting a solution to the prospect’s needs and asking for a commitment to move forward.

w Recall (the need) and match (with solution)w Features, advantages and benefits chainsw Overcoming any final resistancew Tie up the deal – closing techniques

uPairs exercise: developing Features, Advantages and Benefits Chains

Group exercise: role-playsu

Presenting a solution

Day 2

Finding the buying strategy Identifying the sequence that the prospect uses to choose between possible

providers.

w Opening up the buying strategy

Pairs exercise: discovering buying strategiesu





Disturbance techniques

Dealing with resistance

Methods for getting the attention of busy, harassed (or complacent) customers.

w Leading Questions w Success Storiesw Horror Stories w Tickler Presentations

Using assertive tools combined with NLP techniques to explore and overcome obstacles that may be put up by a customer when discussing a particular topic or issue.

w Pointers Questionsw Truth Test Questionw Three Step Assertive Techniquew Feel/Felt/Found Techniquew Use of Metaphor

Pairs exercise: writing a Horror Story

Pairs exercise: using the Three-Step Technique

Pairs exercise: using the Feel/Felt/Found Technique

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Course structure

There is an option of following the workshop with a three month long Action Learning project to link the lessons from the training back into the workplace. If this option is selected there is a closure workshop at the end of the project phase where delegates present how they have applied the techniques learned on the course into their daily work routines.

ContactFurther information is available by contacting Boulden Management Consultants at:

w email: [email protected] w telephone: UK 0844 394 8877 w website: www.Boulden.net

Feedback

Feedback is based upon peer review using a Boulden Assessment Checklist. Completing the Assessment Checklist is not only valuable to the people involved in a given case study, it also helps those completing them to gain an in-depth understanding of the building blocks that make up an excellent sales meeting.

Customisation

All our programmes are run on an in-house basis and (where appropriate) we conduct interviews and facilitate focus groups to gather information with which to write bespoke case studies that precisely reflect the culture and work environment of the participants.

The Boulden programme philosophy

Documents

Consultative Selling Skills - boulden.net · Consultative Selling Skills Making a positive first impression The Rapport Sales System™ Sales skills and Yes Sets People buy from people