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Consultative Sales Training

PD Training

Thursday, 6 February 2020 from 9:00 am to 4:30 pm (AEDT)

Consultative Sales Training

Ticket Information

Ticket Type Sales End Price * Fee Quantity
Course 23/01/2020 $726.00 $16.51
* Prices include GST

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Event Details

Consultative sales is the art of asking intelligent, well thought out questions in the hope of learning what the true requirements are in any given organisation.  The goal of the consultative sales person is to identify if their proposed product or service is the right fit for a potential customer.

The PD Training Consultative Sales course is part of our newly redeveloped Signature Series courseware, and has been designed to engage with participants and present key skills and concepts in a tailored learning experience.  Participants will learn key skills like what is consultative selling,  how to identify potential clients, different types of personality types and how to best engage with them, discovery and presenting solutions, over-coming objections and cognitive reframing and persuasion techniques.


Learning Outcomes

  • Understand What Consultative Selling Is
  • Targeting Agile Organisations
  • Targeting Mobilisers
  • The Blue Ocean Strategy
  • Personality Types
  • Building Rapport
  • Questioning Techniques
  • Proposal Presentation
  • Overcoming Objections
  • Three Levels of Insightful Behaviours
  • Connect, Convince, Collaborate
  • Cognitive Reframing
  • Persuasion Techniques


Course Outline

Consultative Sales Training - Lesson 1 
The Changing World of Sales 
  • Welcome
  • Expectations
  • The Sales Landscape is Shifting
  • The Emergence of Insight Selling
  • Reflection
Consultative Sales Training - Lesson 2 
Insight Selling 
  • Target Agile Organisations
  • Target Mobilisers
  • Teach for Differentiation
  • Selling in the Blue Ocean
  • Reflection
Consultative Sales Training - Lesson 3 
Harnessing Your Sales Strengths 
  • Your Sales Profile
  • Selling to Different Personality Styles
  • Reflection
Consultative Sales Training - Lesson 4 
The Consultative Sales Cycle 
  • The Sales Cycle
  • Building Rapport
  • Discovering Needs
  • Presenting Solutions
  • Overcoming Objections
  • Closing the Sale
  • Reflection
Consultative Sales Training - Lesson 5 
Insight Selling Behaviours 
  • Three levels of insight behaviours
  • Connect
  • Convince
  • Collaborate
  • Reflection
Consultative Sales Training - Lesson 6 
Additional Skills for Insightful Consultative Selling 
  • Cognitive Reframing
  • Persuasive Tactics
  • Reflection
Have questions about Consultative Sales Training? Contact PD Training

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When & Where


PD Training
4 National Circuit
Canberra, ACT 2600
Australia

Thursday, 6 February 2020 from 9:00 am to 4:30 pm (AEDT)


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Organiser

PD Training

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Courses Specialties:

Business Communications
Customer Service
Sales Training
Lean Six Sigma
Business Administration

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