Consultative Selling - Sales training

About this training

Traditional sales methods typically revolve around salespeople highlighting the benefits of products and services without considering prospects’ personal needs. 

Consultative selling is a highly effective sales approach that provides solutions to a customer’s needs. Instead of focusing on the product or service, you learn to focus on the customer. The biggest advantage of the consultative selling technique is that it helps sales professionals build trust while simultaneously presenting themselves as an expert resource for their prospects. By truly understanding the challenges customers are facing, sales people can present their solutions in a more compelling and effective way.

That is the power of consultative selling.

sales

Included this free e-book 'Successful selling and prospecting'
Available in our e-store

Program

Each market, product or service is different. That's why this sales training course will start from the present structure of your company: Who are your clients? How does your market look like? What makes your product unique? What are your specific points of attention in the entire sales story?

For this training, we make use of the HBDI model. This model gives you a better insight in yourself, the way you communicate, your strong points and your points of attention. After charting your own personal profile, we will learn how to adapt to the communication profile of the client.

The following topics are addressed:

  • Real life sales talk: basic principles for communicating with the client
  • How to win your client's confidence: proper build-up of the sales talk and the importance of asking questions
  • The use of body language, posture and attitude
  • Dealing with criticism, basic principles of negotiation
  • Exercises with video feedback
  • Review and discussion of the simulation exercises, using the recorded video material and with a special focus on the do's and don'ts
sales

Included this free e-book 'Successful selling and prospecting'
Available in our e-store

Free ebook included 'Successful Selling and Prospecting'
Free ebook included 'Successful Selling and Prospecting'Also available to download in our online store

Target group

The "Consultative Selling" course is aimed at experienced and beginning sales executives who want to optimize their selling expertise through a practice-oriented and ready-to-use training program. 

Approach

In this straining course, we mainly work from the reality of the participant. This results in ready-to-use tools, tips and tricks, which are immediately put into practice using camera exercises and targeted feedback. 


The participant will also be encouraged to get rid of his old working habits and to discover new paths. We will focus on the points in which we excel as salesmen and also on the specific points of attention. Improving these points of attention can turn a talented salesman into an absolute top seller. 

Trainers

Results

In this practice-oriented course, you will learn to:

  • Detect buying signals coming from your clients more quickly, and to adapt your argumentation, solutions and proposals to these signals
  • Get a better insight into your own behaviour as a sales professional
  • Quickly establish and maintain new client relations
  • Sell more products and services to existing clients
Free ebook included 'Successful Selling and Prospecting'
Free ebook included 'Successful Selling and Prospecting'Also available to download in our online store

Testimonials

“I wanted to learn the fundamentals of Consultative Selling. Through plenty of examples I could get a deeper insight in consultative selling and the sales process. I will share the learnings with colleagues and will make it part of every sales interaction.”

Mariska Koessler - Roche Diagnostics

Mariska KoesslerRoche Diagnostics

“I was hoping to gain insights that will help me be more successful as a salesperson. The many tips I have received transcend the sales field and help me learn to better assess myself as a person. This is undoubtedly going to help me achieve more success in the sales arena.”

Sander Gits - Intronics

Sander GitsIntronics

“The trainer managed, in a practical way, to teach me useful things. The importance of asking open questions in the sales process and daring to adopt an assertive attitude. I can now apply this on a daily basis. The training has really flown by. It was a great learning experience! ”

Jo Vandenbrande - Galapagos

Jo VandenbrandeGalapagos

Register

Choose the desired date and location for this training.

Antwerpen - BluePoint

Filip Williotstraat 9, 2600 Antwerp

Tue 22.10.2024 (09h00 until 17h00)
Dutch

From

€ 695,00(VAT excluded)

Fully booked

Zemst - Elewijt Center

Tervuursesteenweg 564, 1982 Zemst

Thu 20.02.2025 (09h00 until 17h00)
Dutch

From

€ 695,00(VAT excluded)

Max. 12 participants