Course Objectives

This practical and interactive training course provides attendees with the core skills in order to close a sale in a way that builds trust. The net effect is that people who currently feel awkward with selling will feel in control of the whole sales process and be able to overcome issues with money and premium pricing. The training includes role-play which is tailored to a company’s specific products and services when run as an inhouse training.

Up to 21 people can be accommodated within the standard price. However, please do ask if you have a larger group.

This is a 1 day training but we can design a shorter version for your special event.

Course Outcomes

By the end of the course attendees will have a clear understanding of the stages of a consultative sales process and, in particular, practical experience of properly handling the discovery stage which is where many of the mistakes are normally made.

Attendees will also learn how to use the prospect’s buying motivation to close the sale at higher rates, rather than being pushy.

Suitable for:

  • Consultants
  • Trusted advisers
  • Business developers
  • Business owners

Course Topics

  • The 7 stages of the consultative sales process
  • Buying motivation and the importance of qualification
  • The essential information you need to discover for an effective proposal
  • Questioning skills and when to use open and closed questions
  • The GRIN discovery model
  • Finding the money
  • Overcoming price objections
  • Realistic role play with positive feedback