Advanced Consultative Selling Techniques

The challenge

Presenting a complex business proposition is one of the most challenging communication briefs. Success begins with exceptionally tightly crafted key messages. The presenter’s challenge is to simultaneously engage, excite and educate the audience, while persuading them as to the benefits of the proposal. Such complex communications often use multiple media, which need to be tightly integrated with the presenter’s script in order to be effective.

A well trained account team, equipped with an outstanding presentation and the skills to deliver it well, stand a better chance of closing the deal. Products do not sell themselves and customers do not buy on either features or price. They buy on value and emotion – how well they feel your offering fits their business need. Grasp this point and steal a march on your competition.

Developing Sales Skills - The benefits of the Active Consultative Selling Programme

• Because your presentation engages your customer's emotions, they'll be more likely to buy from you
• Your key messages will be more likely to spread virally, as they’re easier to recall and people will enjoy speaking about them
• You’ll stand out from the competition, because your presentations are so superior
• Because you explain things so well, you’ll become your customer’s default expert source - they'll pick up the phone and speak to you when they want advice