Training and Behavioural Change

Consultative Selling
Consultative Selling Skills are designed to assist sales professionals to build rapport at all levels in the client organisation and to truly understand needs, wants, habits and expectations of people at a conscious and sub-conscious level. The next step is to be able to present the most appropriate solutions.

People make decisions emotionally and justify them logically, hence sales professionals need to be better equipped in order to find the real motivators behind how their customers make buying decisions.

Rapport is an outcome of empathy, empathy is an outcome of understanding and understanding is an outcome of questioning, active listening and 'parking' the ego.

Typical outcomes from th&a skills development:

• Rapport - what is it and how we build it.
• Your questioning technique and how you can develop it to uncover more details and information.
• Active listening - listening to understand vs. listening to be understood.
• How to summarise a conversation to ensure ‘buy-in’.
• How to present a solution against a given set of needs.
• How to ensure objections are minimised.
• How to progress to the next step and win the business.
• How to present solutions that fit the exact needs.

There is no typical profile of a sales professional attending a Consultative Selling workshop as we tailor the content to your organisation. Entry level people through to experienced sales veterans have gained great vaue from a workshop such as this.

Advanced Consultative Selling
Advanced Consultative Selling Skills is a workshop for sales managers and sales professionals who may have undergone training of numerous types and styles before. This work is based around the behavioural development work we undertake using MBTI (Myers-Briggs Type Indicator). We use this instrument as it has exceptional relevance to the world of sales and relationship management.

We believe that if a sales person understands how to ask great questions, listens actively, understands needs and expectations, builds rapport at a conscious and sub-conscious (MBTI) level and can then present a solution based on the exact needs of the customer - then negotiation becomes a much simpler process.

Workshop Content
Our initial approach with senior sales professionals is to explain psychological type theory, the process of verifying their own preferences in work situations and how to identify ‘type’ in others based on behavioural observation. We also provide elaborate profiles of each of the 16 personality types.

In the MBTI section of this programme we focus on how to approach customers with certain type preferences, how to gain the correct information from them, make decisions based on ‘type’ and build stronger relationships accordingly. We explore methods to estimate a client’s 'type mode' based on language and behavioural cues. Sales professionals can then change their preferred style accordingly.