Consultative Sales Process- Develop and Enhance the Potential of Your Sales Teams for Maximum Impact
The Power of Consultative Sales Skills in Corporate Shows and Exhibitions
Showcasing your products or services in a corporate show or exhibition is a great initiative and requires mastering the consultative selling style through the help of proven consultative skills training. Selling at exhibitions is considered to be selling at times when the market marks itself in its purest form and requires the expertise of consulting training. Supply demands attention, and the demand presents itself. In this circle of demand and supply, one needs sharp sales skills, influence and persuasion training, and the support of an efficient consultative sales training program. If you don’t have consultative sales skills due to the lack of consultative skills training, it is certain that the objective will not be achieved. Visitors at any business exhibition expect that the exhibitor will present himself/herself in a professional and crisp manner. It can only be achieved through an impactful consultative sales training program. With an exceptional team of consultative trainers coupled with strategic thinking training and good presentation skills training, our consultative sales training program can teach the sales team a diligent and professional way of selling at an exhibition.
The Various Types of Consultative Sales Process (CSP) Programs
Consultative Selling Program (Business to Business)
The core objectives of this consultative sales program are:
- Develop a sales conversation in stages
- Effectively adapt the approach to each customer or prospective customer
- Improve the (commercial) impression that you make on others
- Overcome customer resistance and objections
- Help the customer to buy more through the use of the consultative method
- Preparing your own 5×4 action plan
The core objectives of this consultative sales program are:
- To describe the typical buying motives of a retailer/modern trade
- To demonstrate effective skills to satisfy these motives
- To describe the importance of their own role in providing service and consultation to the retailer/modern trade
- To demonstrate skills in building a successful sales process with the customer
- To demonstrate the skills of taking a stock inventory, analyzing it, and building needs assessment questions around it.
- To deliver a customer-focused presentation about the suggested product mix and services;
- To answer retailer/outlet owner concerns and objections in an effective yet consultative way;
- To describe the basics of merchandising and the importance of final-customer relations.
Consultative Selling Program (Direct Sales)
Consultative Selling Program (Retail)
The core objectives of this consultative sales program are:
- Develop a sales conversation in stages
- Effectively adapt the approach to each customer or prospective customer
- Improve the impression that you make on others
- Overcome customer resistance and objections
- Help the customer to buy more through the use of the consultative method
The core objectives of this consultative sales program are:
- Develop a sales conversation in stages
- Effectively adapt the approach to each customer or prospective customer
- Improve the (commercial) impression that you make on others
- Overcome customer resistance and objections
- Help the customer to buy more through the use of the consultative method
- Preparing your own 5×4 action plan
Consulting Selling Program (Automotive)
Key Takeaways of the Consultative Sales Training Program
Learn About the Purpose Of The Exhibition Or Show
Preparation For Exhibition Or Show
Learn Basic Structure Of Conversation To Be Followed At The Exhibition Or Show
Why Does A Visitor ‘Give-Up’?
Change Of Roles In Exhibit
How To Approach The Visitor
Effective Opening Conversation
One – Minute Presentation
Welcoming More Than One Visitor At The Same Time
Asking Questions To Visitors
Learning Formats
Modes of Consultative Sales Training Program
Interactive workshops
Role-play activities
Exhibition sales talks
Theoretical Concepts
Practical and
written exercises
Group assignments
Real-world
case studies
Core Beneficiaries of the
Consultative Sales
Training Program
FAQs
Unlike other available sales programs, consultative sales training helps empower sales professionals with the right skills and techniques needed to adopt a consultative approach to selling. This consultative skills training is designed to understand diverse customer needs for effective rapport building, and provide tailored solutions to address specific challenges. Through interactive workshops and practical exercises of this consultative sales training program, participants learn how to engage customers in meaningful conversations, uncover pain points, and position their products or services as valuable solutions.
The consultative selling based on effective consultative skills training comprises of various stages as listed below:
Preparation: Researching and understanding the customer's needs and challenges.
Discovery: Engaging in meaningful conversations to uncover the customer's pain points and goals.
Presentation: Tailoring solutions to address the customer's specific needs and demonstrating value.
Follow-up: Maintaining ongoing communication and addressing any concerns to ensure customer satisfaction and long-term success.
To utilize the full benefits of consultative sales, it is essential to improve consulting skills through the support of a proven consultative skills training program.
Engage in proactive listening: Pay close attention to the customer's needs and concerns.
Pay attention to asking probing questions: Dive deeper into understanding the customer's challenges and goals.
Offer impactful tailored solutions: Take the help of an effective consultative sales training program to provide personalized recommendations that address the customer's specific needs.
Learn to practice empathy: It is essential to put yourself in the customer's shoes to understand their perspective better and build rapport through the help of consultative skills training.
Focus on continuous learning: To master consultative skills training, sales professionals must remain updated about the latest industry trends and feedback to refine their approach over time.
To determine the success and efficiency of a consultative sales training program, it should cover various aspects such as product knowledge, consultative selling techniques, customer relationship building, objection handling, and closing strategies. Further, a consultative skills training program should incorporate interactive sessions, role-playing exercises, case studies, and real-life scenarios to provide practical learning experiences. Additionally, consultative skills training should include factors like ongoing support, coaching, and feedback to ensure continuous improvement and application of learned skills in real-world sales situations.
Consultative selling emphasizes understanding the customer's needs and providing personalized solutions. Major features include active listening, asking probing questions, offering insights, and building rapport. This type of consultative skills training empowers sales teams to build long-term relationships instead of focusing on quick sales. By uncovering customer pain points and aligning solutions with their goals, consultative sellers of an effective consultative sales training program position themselves as trusted advisors, ultimately driving customer loyalty and repeat business.
The crucial four phases of consulting skills training consist of Entry and Contracting, Discovery and Dialogue, Feedback and Decision to Action, and Engagement and Implementation. In the Entry and Contracting phase, consultants establish rapport and clarify expectations through the support of an effective consultative sales training program. Discovery and Dialogue involve gathering information and engaging stakeholders. Feedback and Decision to Action aim to present findings and create action plans, while the Engagement and Implementation phase of consultative skills training helps ensure successful execution and follow-up.