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    Consultative Selling Skills

FMI Course number: CM06

Duration

1 day

Overview of Course

Consultative selling is an effective approach to developing business where you are providing services or a range of products over a period of time. It is effective for both the seller and the client in determining what the specific needs of the client are and how these can best be met. It involves a partnership approach where both parties look to optimise outcomes that are mutually satisfactory.

This is a very practical course that helps you to apply the principles of consultative selling in a way that is tailored to the services or products that your organisation provides. It is of use for both specialist sales people, those who provide their own services such as consultants, experts in an organisation who are involved in providing customer contact and advice as well as those who provide internal services within their own organisation such as HR or IT specialists.

Learning Outcomes

1.       Identify the value of consultative selling in your specific situation

2.       Plan an effective consultative selling approach

3.       Carry out the key steps in the consultative selling approach

4.       Enhance listening and questioning skills involved in consultative selling

5.       Develop proposals based on a consultative selling approach

Key Content

• The value of consultative selling for yourself, your organisation and your customers

• How to plan an effective consultative selling approach

• Preparing resources that add value to the presentation

• Key steps in the consultative selling approach –

• Listening and questioning skills

• Strategies, tips and hints for informing, persuading and developing rapport

• Proposals based on a consultative selling approach

Who this course is useful for

All people who wish to enhance their ability to use consultative selling as part of their role at work.

Resources for this Course

A Learning Guide is provided for this course. It contains notes and can be used for participant’s own notes.

Assessment

There is no formal assessment in this course.

Dates and locations

Course Dates: Sydney

For dates please see FMI Public Course Calendar at www.managementcando.com

Time:  9am to 4.45pm

Location is close to Sydney CBD. You will be advised of the exact location by email one week prior to commencement.

Fees

For fees please see FMI Public Course Calendar at www.managementcando.com

Booking

To book phone (+612 9281 2635)

Email FMI to find out how we can help you

Corporate Versions of this Course

This course can be tailored for corporate requirements as an in-house course.

© 2005 Frontline Management Institute

CM06 Course Overview

Version 10 January 2005