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Consultative Sales

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En Warwick (Inglaterra)
  • Eskil

501-1000 €

Información importante

Tipología Training
Nivel Intermediate
Metodología In company
Lugar Warwick (Inglaterra)
Duración 2 Days
Inicio Fechas a elegir
  • Training
  • Intermediate
  • In company
  • Warwick (Inglaterra)
  • Duración:
    2 Days
  • Inicio:
    Fechas a elegir

Do you think your sales persons need a push to learn how to sell aptly? We offer this in-house course to help your company to succeed and have better results.

This consultative selling training course is ideal for those wishing to improve their sales skills and long term customer relationships when selling business-to-business (B2B) services or high value consumer goods and services. This in-house training can be delivered as two consecutive days, or works very well delivered over two separate days with time for application in-between the training. Over the course of two days, you will able to sell to client needs and develop long-term relationships, improving the quality of conversations and building your trusted advisor status (leading into Eskil's Key Account Management training). In addition to this, we run an optional 3rd day on Sales Emotional Intelligence.

Información importante
¿Qué objetivos tiene esta formación?

The primary objectives are to provide your sales professionals with a range of sales tools and techniques wrapped within the Eskil B2B Sales Canvas that allow them to adopt a confident consultative selling approach. By the end of this two-day training course, the participants will have:
Tools to build rapport with others to a deeper level; developed active listening skills to ensure that they have all the information they need; Identified the right questions to progress the sale; Learnt to probe and para-phrase; Identified how to strengthen existing relationships as well as develop new ones; Sold the whole package that they offer and identified what they do differently to their competitors; Learnt to be the Sales Conductor, working with colleagues across the business to develop compelling sales solutions; Improved bid / no-bid

¿Esta formación es para mí?

Eskil's Consultative Selling course is ideal for those wishing to improve their sales skills and long term customer relationships when selling B2B. This has been delivered to all levels within a sales team as well as business / management consultants.

Instalaciones y fechas
Dónde se imparte y en qué fechas
Inicio Ubicación
Fechas a elegir
Warwickshire, Inglaterra
Ver mapa
Inicio Fechas a elegir
Warwickshire, Inglaterra
Ver mapa

¿Qué aprendes en este curso?

Listening Skills
Sales Techniques
Sales Strategy
Corporate Sales
Selling Skill
Sales Process
Sales Training


All of our workshops are based on 'dialogic facilitation' - our experienced Facilitators are former CEOs / Directors of $50m+ organisations or business & leadership experts.

All modules include hands-on exercises and open discussions as we facilitate peer-learning, help to build your internal networks and put everything explored into context.

  • Workbook
  • Exercise Book
  • Consultative Selling Slide Deck
  • Eskil B2B Sales Canvas


Welcome, Introductions, Objectives

Introducing Consultative Sales
  • What is selling? Beliefs about selling
  • Who are you selling to? 
  • What do buyers want?
  • Qualifying the client
  • The consultative sales process
Defining The Opportunity
  • Mapping your target client
  • Understanding your offering
Starting & Building
  • Primary Networks
  • Secondary Networks and introductions
  • Scanning the horizon
  • Communications & Pyschology styles
  • Barriers to listening
  • Active Listening
  • Open Questions
  • Meta Questions
  • Summary & Paraphrase

  • Sponsors & Stakeholders in discussion


Recap, Focus : Refocus

  • Putting your consultative selling skills into practise
The Sales Canvas
  • Setting the headline
  • Sales Stakeholders
  • Managing Our Position
  • Reflective Thinking
Securing Client Commitment
  • The Win-Win
  • Client motivators
  • Actions & DRI
Pull It All Together

DAY THREE (Optional)Sales Emotional Intelligence
  • The 10 aspects of EI
  • The Application of EI in your Sales
  • Your personal EI Assessment & Feedback
  • 360-degree EI
Este curso está en español. Traducir al inglés