Consultative Selling

Now is the best time to invest in boosting your sales skills.  When the market tightens and lead times stretch and targets become harder and harder to hit, developing a sales skills advantage over your competition is a very smart move.

We have a series of Mini Master Classes which are designed boost your sales skills giving you six keys that can help you win business in a slowing economy. The Mini Master Class format has been designed to allow you to be able to pick and choose the ones that best suit your immediate business needs.                        

Delivered in a practical, entertaining and interactive way by a genuine leader in the field of sales and marketing these Mini Master Classes are a must for any one that wants to generate a genuine sales advantage for their business.

If you are pretty good at the basics of face to face selling you now need to move to the next level, to close more deals and especially to close the larger deals.

The ace in the pack is knowledge and the best way to build knowledge is to ask questions, not just any questions - smart questions.   When your buyer realises that you know more than they do, you can use the consultative sales style.  No other sales technique results in a higher percentage of bigger deals closed.   

What you will learn:

• The difference between consultative selling and features and benefits selling
• How to develop the consultative sales personality
• How buyers buy and the things that lead them to saying yes
• Why questions and conversation skills are key to the consultative sales process   
• Really, really great questions and really, really stupid questions
• How buyers process sales information and how to circumnavigate their natural  defences
• How to remove the risks perceived by the buyer
• The consultative close
• How pricing is effected by consultative closing techniques

About these Mini Master Classes

• These Mini Master Classes will involve you in a mixture of interactive exercises and discussion.
• Our trainer is recognised as a leading expert in the field of sales and marketing and thus can deliver the course lessons in a practical and interactive style drawing on real life experiences
• The maximum number of people on a training course is 12 so that the facilitator can accommodate the learning needs of each delegate

Facilitator - Your Trainer
Delegates from over 1,000 companies have benefited from Gordon’s training in sales marketing and networking skills.

Gordon has a blue chip sales and marketing background with 18 years sales and national sales management experience with leading companies including Scotsman Publications, Abbey Life, Procter and Gamble and Northern Foods.

For six years Gordon ran the internet and business consultancy and networking firms First Tuesday, Now-Business and icosmart.com.  After two years as a Business Development Consultant in the UK, Europe and Dubai, Gordon became involved in the senior management teams at two major recruitment companies most recently as an Associate Director at Search Consultancy Ltd.

Gordon gained a BA Combined Studies, Economics, Business & Marketing from Heriot-Watt University Edinburgh in 1991. He is a director of Glasgow Chamber of Commerce and has appeared on live radio and TV as a business commentator and had over 60 articles published in The Herald and Sunday Herald.

Buy 5 Places And Get The Sixth One Free
We want you to get the full benefit of the knowledge of all of these topics so if you buy five places you get the sixth FREE. The cost to participate in a single workshop is £99 + vat. This offer applies to all 6 of our half day Sales workshops - Writing Sales Messages that Sell, Selling on the Telephone, Appointment Setting, Face to Face Selling, Consultative Selling, Account Management.

Is this the right course for me?
Yes, if you want to increase sales by boosting your sales skills and developing an advantage over your competitors in your marketplace.

Level
Introductory to Intermediate

Duration
3 hours per Mini Master Class

Support available
If your business is located in the West of Scotland you may be eligible for a grant of up to 50% of the cost of participating in these courses. There are a number of places available which are reserved for businesses with less than 250 employees and companies must meet certain eligibility criteria.

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