Integrated Approach Sales and Marketing Course

Overview
Course Outline
Scheduled Dates

Course Overview

Consultative selling, or solution selling, is a needs-based selling approach that focuses on building relationships with prospects and customers and identifying solutions to their challenges through strategic questioning and active listening.

In today’s fiercely competitive marketplace buyers have endless options available. Having a good product is no longer enough. Succeeding in this competitive environment means understanding the changing world of your buyers and adjusting your sales approach accordingly to drive meaningful value.

Successful sales people build strong relationships with their prospects and customers and demonstrate a deep understanding of their needs and problems. On this course delegates will learn how to act as trusted advisors who can help solve those problems and identify new business opportunities using a consultative sales approach.

This course provides a simple seven step approach to consultative selling which builds value for both you and your customers.

Objective:

By the end of this interactive training programme, you will be able to:

Understand and apply the consultative selling approach.
Develop more and better business opportunities.
Build trust with your prospects and customers
Understand the decision-making process and adapt appropriate selling strategies for each phase of the process.
Recognize and win over key influencers in the complex sales structure of large organisations.
Become a problem solver for clients rather than a product promoter.
Propose tailor-made solutions that win business

Course Outline

Introduction to Consultative Selling

What is consultative selling?
How is it different to traditional selling?

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

Step 2 – Build Trust

Build credibility and trust
Strategic questioning skills
Active listening skills

Step 3 – Position yourself as a trusted advisor

Positioning - differentiate yourself in the market
Share insights and demonstrate your understanding of the customers’ situation

Step 4 - Identify Opportunities

The Buying Decision Cycle
The decision-making process and selling strategies for each phase of the process.
The key influencers in the complex sales structure of large organisations.
Identify opportunities
Agree timelines and budgets

Step 5 – Propose Solutions

Design solutions customised to your customer/prospects’ needs
Use your prospect/customers’ language to prompt action
Negotiate a winning deal

Step 6 – Follow Up

Confirm what has been agreed in writing
Address any outstanding concerns
Agree next steps

Step 7 – Close

Closing techniques
Post-sale relationship

Schedule & Fees

3 For 2Offer

Get the most out of group training with our special discount! Register 3 of your participants together on the same course and only pay for 2.

Select Month

All
March
April
September

Location

All
Amsterdam
Dubai
London

Amsterdam

$5,300

Duration: 5 Days

date: 03 - 07 Mar 2025

Dubai

$4,900

Duration: 5 Days

date: 07 - 11 Apr 2025

London

$4,900

Duration: 5 Days

date: 01 - 05 Sep 2025

Sales and Marketing

Consultative Selling: 7 Steps to Success

Duration:5 Days

date:07 - 11 Apr 2025

Dubai

$4,900

Questions? Speak to our
friendly training advisor

Shayma Said

sales@londontfe.com

+44 2071836657

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CPD Standards

Employees of professional or formally regulated bodies are generally expected to have CPD accredited training. This type of accreditation ensures that the training is knowledgeable, informed and constantly updated. It ensures our standards as a company are kept high and consistent.

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We customise our courses to suit your personal learning needs
Quality

Our courses are delivered by highly experienced industry experts
Recognition

All our courses are accredited by the CPD Standards Agency

Frequently Asked Questions

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Training is hugely beneficial to both yourself and your company. It enables you to employ new technologies, increases your productivity and enables you to be more autonomous. Have a look here at our infographic on the importance of training and development!

How often do you update your course content to ensure relevancy?

Our course content is constantly reviewed and updated to ensure we stay up to date with all the latest trends. After every course is completed we review the feedback and improve the material where necessary.

Do you keep your classroom environment and instructional methodologies current with today’s real-world workplace?

Yes, we focus our training on ‘real-world’ scenarios and our trainers are all highly experienced and skilled in their relevant fields.

Are your courses eligible for professional certification?

Yes, we offer certification with all our courses, every course is entitled to CPD (Continuous Professional Development) hours which you can put towards your professional portfolio.

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