Consultative Selling: 7 Steps to Success

Day 1: Introduction to Consultative Selling and Step 1 – Research

• What is consultative selling?
• How is it different from traditional selling?
• Why consultative selling is essential in today's competitive market
• The Role of the Trusted Advisor in the Sales process
• Step 1: Research – Find out as much as you can about your prospect/customer's business needs
• Qualify leads and focus on the most promising opportunities
• Understand the customer's industry, challenges, and goals
• Gather insights that will help tailor your sales approach

Day 2: Step 2 – Build Trust and Step 3 – Position Yourself as a Trusted Advisor

• Step 2: Build Trust – Establish credibility and rapport with the customer
• Develop strategic questioning skills to uncover needs and concerns
• Apply active listening skills to gain deeper insights
• Communicate empathy and understanding to strengthen relationships
• Step 3: Position Yourself as a Trusted Advisor – Differentiate yourself in the marketplace
• Share valuable insights and demonstrate your knowledge of the customer's situation
• Offer guidance and solutions that add genuine value
• Build long-term trust by consistently delivering on promises

Day 3: Step 4 – Identify Opportunities

• Understand the Buying Decision Cycle
• Recognize the phases of the decision-making process and adapt your selling strategies accordingly
• Identify key influencers and decision-makers in complex sales structures
• Map out the customer's decision-making unit (DMU)
• Identify potential opportunities that align with customer needs
• Discuss and agree on timelines and budgets with your prospects
• Establish clear next steps to move opportunities forward
• Prioritize opportunities based on potential value and urgency

Day 4: Step 5 – Propose Solutions and Step 6 – Follow Up

• Step 5: Propose Solutions – Design tailored solutions that address the specific needs of your customers/prospects
• Present your solutions using the customer's language to encourage action
• Demonstrate how your solution delivers measurable value
• Negotiate mutually beneficial agreements that satisfy both parties
• Step 6: Follow Up – Confirm agreements and next steps in writing
• Address any outstanding concerns or objections
• Provide additional information or reassurance as needed
• Maintain communication and continue building rapport
• Ensure alignment between both parties regarding deliverables and expectations

Day 5: Step 7 – Close and Post-Sale Relationship

• Step 7: Close – Apply effective closing techniques to finalize the sale
• Address last-minute objections and reinforce the value proposition
• Confirm terms and finalize agreements professionally
• Post-Sale Relationship – Maintain and strengthen the customer relationship after the sale
• Deliver on promises and ensure customer satisfaction
• Follow up to address any post-sale issues or questions
• Leverage satisfied customers to gain referrals and identify upselling or cross-selling opportunities
• Position yourself for future opportunities and long-term partnerships