Want to gain competitive advantage to win and retain major clients?

  

Advanced Consultative Selling will show you how.

Advanced Consultative selling is not your typical sales course. In fact it is a key part of our learning pathway to your sales success.

The key focus of Advanced Consultative Selling is a business training programme designed to help senior salespeople think strategically and to talk business in order to improve their client's business.

Common assumptions about Consultative Selling:

       'Consultative Selling is about relationships'
       'It's about listening'
       'It's about selling solutions - right?'

Actually none of these explanations are totally correct. 

Relationships, listening and providing solutions are only the beginning of understanding advanced consultative selling. The advanced consultative salesperson understands how to position themselves as a trusted business advisor, improving their client's profits and even assisting them to achieve their strategic intent.

Our two day high intensity programme is designed for intermediate to senior salespeople and sales managers seeking to win major sales and manage major accounts. 

Developed locally in over 20 years of research and used in New Zealand, Australia, South East Asia, and North America, this programme will help you to develop expertise to gain competitive advantage to win and retain major clients.

 

How Advanced Consultative Selling will benefit you:

 

Understand the Enterprise Sales Cycle

Advanced Consultative Selling is centered around understanding of the Enterprise Sales Cycle. 

Understanding the Enterprise Sales Cycle promotes a strategic approach, rather than a reactive approach.  It can help participants to gain competitive advantage by entering the cycle 70% ahead of most competitors who enter in a reactionary way to tender requests and Request For Proposals.

Advanced Consultative Selling Learning Outcomes:

•   Advanced Consultative Selling model: How "Bottom Line Selling" out dates "Benefits Selling",
   "Solutions Selling" and "Relationship Selling".
   
•   The 6 weaknesses of "Relationship Selling" and how to exploit these to ethically undermine
    opposition/client relationships while defending your own accounts.
   
•    Strategic concepts: How strategy works in the sales context.
   
•   The Enterprise Sales Cycle and how understanding of this helps you to pre-empt competitor
    entry points.
   
•   How to use strategy to gain competitive advantage in tender situations.
   
•   How to gain competitive advantage through pre-emptive strategies.
   
•   How to use consultative research to gain competitive advantage regardless of how similar
    your products are compared to those of your opposition.
   
•   How to get in to big companies.
   
•   How to write a proposal as a compelling business case.
   
•   Intelligence - Market intelligence and Competitor analysis.
   
•   Intelligence - Data capture and data management techniques to improve quality of
    information for Customer Relationship Management software.
   
•   Doubling sales in half the time with the Organic Growth Strategy.
   
•   Lock-up/partnership strategies and client retention tools - 10 case studies.
   

       

You will:

•   Gain a profound understanding of strategic thinking in the sales process.
   

•   Develop the ability of how to use strategy to charge higher prices.
   

•   Know how to establish new strategies to retain and grow key clients.
   

•   Have improved competitive advantage in spite of competitor product similarities.
   

Course Format and Certificate

The two day course starts at 9am each day till 4.30 and we provide lunch on both days. Obviously there's also a great opportunity to meet and network with like-minded sales professionals (and ideally make sales!)

Upon completion of the course as part two of our learning pathway, you will receive our Certificate of Completion - Advanced Consultative Selling, demonstrating your ability to strategically sell.
 

Register here now to attend our next Advanced Consultative Selling course

Learn about the final stage of our Sales Success Learning Pathway - Negotiate to Close