Consultative Selling - “Starting with the end in mind”

Duration

2 days + 1 follow up day

Overview

Selling in a face to face environment can be an enormous challenge for anyone. You are required to possess outstanding sales and customer service skills as well as strong behaviours to ensure you are able to maintain high levels of motivation and focus on a daily basis. This programme will examine real workplace behaviour and show how individuals can influence their own behaviour and that of their colleagues.

The programme will give the sales team real practical tools to enhance their consultative selling skills – giving ‘best practice’ sales skills which the customer perceives as excellent service, rather than ‘hard sell’ – vital in building long term customer relationships and loyalty. We will achieve this through a highly interactive and practical programme, which has the company behaviours at its core.

Who will the course benefit?

All retail sales team members who wish to enhance their sales skills, understand and plan for success and be part of a strong, successful sales team.

Course Objectives

  • To provide a clear understanding of how each individual is performing against current sales behaviours and give clear objectives to work on moving forward

  • Enabling the sales team to manage themselves effectively whilst maintaining maximum levels of motivation required in their role.

  • Provide knowledge of ‘sales through excellent service’ – which gives sales tools to create the right impression and build longer term, quality relationships with customers, enabling them to maximize revenue for the business.

Skills Gained

This course will enable participants to:

  • Possess and demonstrate the right behaviour in a sales team to provide a Consultative Selling approach

  • Know and apply motivational theory into practice

  • Create the right first impression and building trusting relationships between the sales team and customers

  • Enhance their existing sales skills

  • Focus on ‘quality sales’ and understand how to reduce customer churn and increase cross sell/upsell potential.

Programme Content

Day 1

  • The Game of Selling

  • Understand how the company values translate to behaviour and what this means to us in retail sales.

  • What is consultative selling?

  • Understanding the buying process

  • Introduce, explore and practise the acronym of SELL

  • Identify strengths and challenges – particularly with up and cross selling to other products and services within the business

  • Action planning & review of day 1

Day 2

  • Review & recap of day 1

  • Putting it altogether! Real environment consolidation with an Actor joining the event for day 2. The actor will play the role of many different customer types and each participant will have an opportunity to “real play” with the actor, focusing on their consultative selling skills and approaches.

  • Based on the outcomes of the real play, the trainer will facilitate further discussions and support the continued learning of all participants throughout the day.

  • Review of both days

  • Update and additions to action plans

  • Consolidation and next steps

Logistics

Timings: 9am to 5pm for all 3 days

Number of participants: We can accommodate up to 10 participants during each 2 day training programme

Cybèle team: 1 trainer for both training days and 1 actor joining day 2

The 3rd follow up day with 1 trainer is also recommended which can be delivered in a couple of different ways:

  • Each coach receives a 1:1 coaching session with our trainer; or

  • The group reconvene and analysis takes place of successes and work in progress since the original session. Further support and practice is provided by our trainer.

Equipment needed: Training room large enough to house 8 people comfortably with space for smaller group work and room to move around. Also 2 x flipcharts & paper; projector and screen please.

Programme materials: Will be supplied by Cybèle including joining instructions for distribution in advance of the programme.

Sales TrainingRoss Taylor