| Course Overview | Adding consultative selling skills to your technical or professional expertise. In the world of fast moving technology, coupled with increasing competition and a more deregulated environment, the need for professionals, consultants and technical people to sell their services and products into the market has risen sharply. No longer is a high level of professional or technical knowledge sufficient to succeed.
This programme concentrates specifically on the consultative or “solution selling” concepts and techniques
appropriate to the professional world. It examines the fundamentals of consultative selling and the approach necessary to prove the value of your solutions to your existing and prospective clients. |
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| Designed For | Professional people such as business services providers, accounting practitioners, financial services providers, engineers and health-care technicians - in fact, anyone who provides their clients with intangible or conceptual solutions as well as technical or complex solutions to their needs |
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| Key Subject Areas |
- The Selling “Climate” for professionals/consultants
- Selling skills appropriate to the professional/consultant
- Buyer motivation and key drivers
- Communication skills in solution selling
- Presenting and differentiating your solution
- Proving the value of your services or solution
- Handling negative responses from your clients
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| Learning Outcomes | As a result of attending this programme, you will gain an understanding of the techniques of solution and/or conceptual selling and as a result, be more equipped to develop business with your clients through a greater understanding of their needs and selling the value of your solutions more effectively.
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