Consultative selling is a sales approach that shifts focus away from the product a company is selling and instead focuses on the needs of the customer they want to sell to. 'Solution' is an often-overused word here, with sales teams tending to think and talk in terms of which of their products will be the solution. However, that isn't all there is to consultative selling.

When used in combination with content marketing, the approach means that marketing and sales together have a really good and close look at their leads and how they behave. They then use this intelligence to move a buyer towards a conversion. The key ingredients to success are getting sales and marketing working together, utilising technology and developing a customer-centric culture.

For whom:

This program is designed for Sales reps, sales supervisors/managers, and account managers who would like to master tactics, selling modes, and embrace futuristic sales practices using digital initiatives that are the foundation of successful modern selling. The course is also beneficial for people who are involved in commercial activities at all levels of the organisation.

Learning objectives:

At the end of the course, participants will be able to: 

• Identify the changing strategic and operational demands on the sales function with acquired knowledge and skills;
• Master the process of consultative selling to manage the customer buying process based on the application of different selling modes;
• Devise sales plans and use various forecasting models to better handle internal and external customers' expectations;
• Develop marketing initiatives to attract and retain the best buyers; and
• Use digital selling to generate leads, increase conversion rates, and embrace the technology needed to grow and engage accounts.

Course Booking

Please use the “book now” or “inquire” buttons on this page to either book your space or make further enquiries.