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Sales and Marketing Professionals

Consultative selling skills

The days of ‘feature advantage benefit’ selling are no more. Buyers are more sophisticated and sales people need to adapt to form stronger relationships. By finding out what your clients truly want, this course will help you form relationships, built on trust and credibility.
Cost: £875 + VAT
Duration: 2 day(s)
Available dates and locations
  • London
    • Thursday 19/07/2012
    • Thursday 18/10/2012
    • Thursday 13/12/2012
  • Understand the different stages of sales and decision making and the key elements of the consultative sales approach
  • Fully understand the client’s needs and challenges, how their business operates and develop trust
  • Deliver value propositions based on clients’ business drivers and needs
Sales and account managers who are involved in complex sales solutions and services. This course is also suitable for sales executives moving into a consultative role.
  • Defining consultative selling vs. other types of selling
  • The different stages of the sales and decision making cycle
  • Territory planning and research techniques, identify key decision makers
  • The importance of influencing – internally and externally, influencing and negotiation skills
  • Advanced questioning skills – how to uncover the real need and all the client’s needs and how important this is, explicit needs vs. implicit needs
  • Building relationships with your clients – winwin partnerships
  • Presenting your case with impact
  • Using trading currencies

Payment:
Must be made in full no later than 14 working days prior to the course start date.

Transfers:
The following charges will apply if you wish to transfer your booking to a later course date:
21+ working days before a course = 0% of the course fee
5-20 working days before a course = 50% of the course fee
1-4 working days before a course = 100% of the course fee

To transfer a delegate please call us on 0800 022 3410.

Substitute delegates:
You can transfer a place on a course to a substitute delegate free of charge.

Cancellations:
The following charges will apply if you wish to cancel a course:
21+ working days before a course = 20%
1-20 working days before a course = 100%

Cancellations must be received in writing via email to courses@capita-ld.co.uk and must contain the full booking details including organisation name, booking and delegate contact details.

For full terms and conditions please see Terms and conditions page, for other queries please refer to our frequently asked questions page.

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Enquiries

For more information on any of our services contact:

E: enquiries@capita-ld.co.uk
T: 0800 022 3410