2-Day Workshop
Most successful business developers, consultants and / or influencers believe the key to their success is the ability to communicate effectively with clients, and to develop and grow strong relationships with them. Very few business developers are born with these skills and therefore, in order to be successful, they must learn and practice them.
In this two-day intensive workshop, we specifically focus on the processes, skills and tools necessary to improve the participant’s ability to effectively communicate and build relationships with clients. This is accomplished through a combination of highly interactive lectures and “doing-it” clinics and role plays with as much as 40% of classroom time devoted to practicing the tools and methodologies learned in the workshop. The benefit of this format is that participants leave the workshop with the confidence and ability to effectively use the consultative selling and relationship-building tools learned in class immediately – thereby maximizing retention and the investment in the training
Training Programs
- Service Excellence
- Warm Prospecting
- Time Mastery
- Consultative Selling
- Presentations that Sell
- Buyer Centred Selling
- Everything DiSC® Sales
- Everything DiSC® Productive Conflict
- Everything DiSC® Management
- Everything DiSC® Work of Leaders
- Everything DiSC Workplace®
- Everything DiSC® Agile EQ™
- Five Behaviors of a Cohesive Team
Materials Covered:
- Consultative and Value Added Relationships
- Meeting Structure and Planning
- Diagnosing Client Needs
- Qualifying Opportunities
- Presenting the Benefits of Your Solution
- Handling Customer Objections
- Our Personal Selling Styles versus the Styles of Others
- Getting Commitment and closing!
Participants Will Learn:
- The practice of consultative, needs-based business development
- Why it’s important to utilize a pre-planned meeting structure and how to develop a template
- Questioning, listening and clarifying for proper needs diagnosis
- Presenting real benefits that exceed the basic and expected
- The Feature – Benefit – Confirm planner
- Why people really object and how to respond to objections
- The barriers to commitment, when to ask for it and how to get it!
- The importance of adapting our own style to that of that of clients and prospects
Consultative Selling Two-Day Workshop
Session One – Introduction |
Consultative Relationships
Meeting Structure and Planning
|
Lunch & Role Play Prepare |
Diagnosing Client Needs
|
Role-Play Feedback and Summary |
Session Two – Introduction |
Presenting the Benefits of Your Solution
Handling Objections
|
Lunch & Role Play Prepare |
Selling Styles
Getting Client Commitment
|
Review and Close |