Consultative Selling for C-levels

PROGRAMME

Introduction: what is selling?

• Pain – pleasure.
• The 5 most important questions a customer asks.
• What is consultative selling?
• What is the difference with Solution Selling?
• What is the difference with Provocative Selling?

Selling = 2 parallel processes

• Fix – Avoid – Accomplish.
• Aligning the buying and selling process.
• How do you access an internal process (DMU)?
• Consultative selling exercises.
• Mapping your customer’s DMU: the different buying influencers (+ exercises)
  • Economic influencers.
  • User influencers.
  • Technical influencers.
  • Coaches.
• Red Flags and qualifications + exercises.

Unique sales objective vs valid business reason

• Defining the problem: What triggers customer interest?
• Unique sales objective.
• Valid business reason.
• Selling through Joint-Venture (Understanding – Generating – Selecting).
• Consultative selling exercises.
• Push – Pull.
• Developing the concept + exercises.

Getting commitments

• Action commitments.
• Minimum and maximum commitments.
• Techniques to question commitments.

Strengthening your credibility.

• Exercises for consultative selling.

Obtaining information: questioning techniques.

• Open and closed questions.
• Technical questions.
• Validation questions.
• Asking for new information.
• Questions about attitude.
• Reframing with empathy.
• The golden silence.

Giving information : USP and value proposition.

• Differentiation (+exercises).
• What is the company’s added value?
• Basic problems.
• Fundamental problems.
• Techniques for dealing with objections. (+exercises)
• Consultative selling exercises.

Conclusion

Individual action plan