Win more Consulting Sales - consultative selling skills for those Selling consulting Services

Flexible Structured Training

You can't touch it, you can't photograph it, and you can't record it in your books as an asset. You can't even sell it on when it is no more use to you.

Consulting sales is very different from selling products that take up space. In this unique programme, learn how to sell the most valuable thing in the universe, know-how.

Programme Objectives

• Get the sales process started without making cold calls
• Demonstrate expertise without giving up the know-how
• Speed up the process of developing trust
• Cause people to talk about their real issues
• Establish the value of intangible services
• Know if a customer will pay your price
• Gain access to all of the decision influencers
  
• Influence commitment to making a decision
• Have customers sell themselves
• Turn a sale into a collaboration
• Reduce or eliminate outcome uncertainty

Learn how to initiate a sales dialogue with new customers without making cold telephone calls. Acquire new ways to filter out time wasting opportunities and focus on business that can be won. Win trust fast to shorten the sales cycle. Prove that you have what the client needs without presentation or self promotion. Transform a sale into a collaboration between experts to solve problems, address issues, or realise opportunities.

The programme is fun, challenging, and effective in helping those who need to sell consulting or other services. We guarantee an enjoyable learning experience that imparts a new confidence in ability to excel in consulting sales situations.

Who should attend:

Consultants, engineers, scientists, and technical staff who need to sell services or know-how based solutions will learn how to become comfortable in sales situations.

Salespeople used to selling tangible products who now have to sell less well defined solutions, will learn how to adjust their approach and bridge the gap.

Typical Participant Comments

Very useful insight into selling a service compared to a product. Excellent role plays which enable you to put what you have discussed into practice. Enjoyed talking around customer objections and how best to counter them.

From Base Plus

Great content, pace, and delivery. Would recommend to anyone selling services.

From J2 Interactive

Memory jerking. Eye opening.

From UPS Systems

Additional Benefits

• Flexible 'learning by doing' structured training
• Workplace assignments develop new habits and practices
• Tools, templates, frameworks, and examples save time and aid learning
• Common language improves communication and teamwork
• Promotes adoption of 'best practice' habits and methods
• Improves job satisfaction and motivation
• Increases sales results

Delivery Options

• One to One - Individuals participate through a series of interactive online sessions with the coach. Participants can be anywhere in the world providing there is a good internet connection and they have an access device such as a laptop computer, tablet, or smartphone.
• Small Groups - Up to five people from the same team or organisation who can gather in one room can participate through an internet session. This option works best if a data projector is available allowing the coach screen to be projected on a wall. The group can be anywhere in the world with access to the internet.
• Traditional Classroom - The programme delivery takes place over one or more days at a conference venue or at the customers offices. This is effective for larger groups of four to twelve participants. The per person fees quoted here exclude trainer travel and accommodation expenses.

The per person fee includes a preparation guide, in course materials, planning and preparation tools, progress assessments, ongoing performance tips, and career long support.

Large Numbers

Licensing and train the trainer options enable self delivery. To find out more, telephone +44 (0)118 952 6915 or use the links below.

Sales Associate and Affiliate representation welcomed. To promote advanced sales training, get in touch directly or see the application details here.

Flexible Support

If you need to win more consulting sales or business for other services, 'Advanced Skills for Selling Consulting Services' provides a reliable consultative selling model. Telephone +44 (0)118 952 6915. We will be pleased to learn about your needs and talk through some options. Alternatively Send email to custserv@salessense.co.uk for a prompt reply or use the contact form here.