Course Details
Consultative Selling
Course past enquire for a new date
Professional Development
Sales
Sales STAR
159 Khyber Pass Road
Plenty of parking onsite
Grafton
Auckland 1142
New Zealand
Full Day
$500.00
$500.00 ($562.50 incl GST)
$500.00 ($562.50 incl GST)
Who should attend:
Sales engineers and sales people in manufacturing, accounting & legal professionals, distribution and services industries where the sale involves a technical solution. Attendees may be experienced sales people, sales engineers, professionals, those stepping up from a technical role into a sales role, or where a company wants the technical people to have an understanding of sales as a process.
What will I learn
How to engage in a discussion with prospects and customers around the challenges, issues and problems. To enhance your selling skills and style with stronger preparation, planning and questioning skills that build a deeper understanding of selling and the execution of a sales process to achieve success.
Course content
Pre sale
1. Sector & Territory management
Industry sectors
Territory
Development of sector questioning
2. Circumstance
How to define the problems associated with industry sectors
How to match problems with solution
3. Positioning statements
Opening strategy
How to explore the issues and lay basis for the call
4. Research
How to gather information on the target customer
Understanding the roles within the target company
Defining the best approach
Sales Visit
5. Opening statement
How to gain acceptance of your approach
How to establish the right to ask questions
How to ensure your questions get the right sort of answer
6. Questions
Using questions
How to avoid assumptions
Check over understanding
Develop the need behind the need
Become consultative in the sale
7. Solution
Resolving misunderstandings
How to confirm we have the answer to the need
How to facilitate the sign off
8. Customer lack of interest
Where you encounter lack of interest
How to handle lack of interest
How to engage consultative communication
Handling objections, scepticism and misunderstanding
After this course you will be able to:
Use the new skills to display a strategic dimension to your planning and preparation and a deeper appreciation and ability to execute questioning that uncovers the real needs and needs behind the need.
Those that have been in more transactional environment will gain a deeper understanding of the selling process and learn new skills that will make them a more effective salesperson.
Sales engineers and sales people in manufacturing, accounting & legal professionals, distribution and services industries where the sale involves a technical solution. Attendees may be experienced sales people, sales engineers, professionals, those stepping up from a technical role into a sales role, or where a company wants the technical people to have an understanding of sales as a process.
What will I learn
How to engage in a discussion with prospects and customers around the challenges, issues and problems. To enhance your selling skills and style with stronger preparation, planning and questioning skills that build a deeper understanding of selling and the execution of a sales process to achieve success.
Course content
Pre sale
1. Sector & Territory management
Industry sectors
Territory
Development of sector questioning
2. Circumstance
How to define the problems associated with industry sectors
How to match problems with solution
3. Positioning statements
Opening strategy
How to explore the issues and lay basis for the call
4. Research
How to gather information on the target customer
Understanding the roles within the target company
Defining the best approach
Sales Visit
5. Opening statement
How to gain acceptance of your approach
How to establish the right to ask questions
How to ensure your questions get the right sort of answer
6. Questions
Using questions
How to avoid assumptions
Check over understanding
Develop the need behind the need
Become consultative in the sale
7. Solution
Resolving misunderstandings
How to confirm we have the answer to the need
How to facilitate the sign off
8. Customer lack of interest
Where you encounter lack of interest
How to handle lack of interest
How to engage consultative communication
Handling objections, scepticism and misunderstanding
After this course you will be able to:
Use the new skills to display a strategic dimension to your planning and preparation and a deeper appreciation and ability to execute questioning that uncovers the real needs and needs behind the need.
Those that have been in more transactional environment will gain a deeper understanding of the selling process and learn new skills that will make them a more effective salesperson.
Geoff Clarke
Profile
Geoff has been involved in selling, management and training for over 30 years.
In that time the realisation of understanding (and not just assuming) the requirements of clients has been the basis for the way he operates.
After a grounding period in the IT industry, Geoff went on to spend the next 25 years with Xerox. Over this time he worked as major account salesperson, and Sales Manager of many successful Xerox teams. In his last twelve years at Xerox he was responsible for the training department and was instrumental in training the sales force and management nationally.
Geoff was also involved with training in Australia and Asia, and was responsible for introducing many changes to the way that Xerox operated as a client-centric organization.
For the last five years Geoff has been working as a contract trainer and facilitator, and has served clients as a business adviser, specializing in sales and marketing.
Geoff has participated in several business associations and is currently the Chairman of Kumeu Business Association, a position he acquired after having been the Chairman of “Make a Wish Foundation” for 15 years.
Geoff is also a known speaker on Sales and Marketing.
Profile
Geoff has been involved in selling, management and training for over 30 years.
In that time the realisation of understanding (and not just assuming) the requirements of clients has been the basis for the way he operates.
After a grounding period in the IT industry, Geoff went on to spend the next 25 years with Xerox. Over this time he worked as major account salesperson, and Sales Manager of many successful Xerox teams. In his last twelve years at Xerox he was responsible for the training department and was instrumental in training the sales force and management nationally.
Geoff was also involved with training in Australia and Asia, and was responsible for introducing many changes to the way that Xerox operated as a client-centric organization.
For the last five years Geoff has been working as a contract trainer and facilitator, and has served clients as a business adviser, specializing in sales and marketing.
Geoff has participated in several business associations and is currently the Chairman of Kumeu Business Association, a position he acquired after having been the Chairman of “Make a Wish Foundation” for 15 years.
Geoff is also a known speaker on Sales and Marketing.