HOW TO BUILD CONFIDENCE IN SELLING
Consultative Selling
(Level 6 FETAC Award)
Duration: 2-Days
Programme Summary:
This programme takes an innovative approach to sales training as it provides participants with an understanding of themselves and their customers.
Topics include:
- Sales call objectives.
- Open sales calls effectively.
- How to analyse customer behaviour.
- Identify and present benefits of a solution.
- Deal with customer objections.
- Closing strategies.
- 4-Step Sales Coaching Model to build customer relationships.
Outcomes for the Participants
Following their participation on the Consultative Selling Programme participants will be able to:
- Sell the potential benefits the customer might gain from participating in the sales call.
- Use a variety of questioning and listening techniques to probe for relevant information in order to understand fully the customer’s personal and business requirements.
- Observe and classify customer behaviour using the Success Insights method of understanding of customer behaviour.
- Adapt own behaviour appropriately to that of the customer.
- Manage objections on price by focusing on non-price issues
- Ask for the business with confidence.
OTHER INFORMATION
- This is a Level 6 FETAC programme leading to an award in Consultative Selling B30154
- Interactive modules are facilitated in convenient weekly workshops.
- Workshops are designed to produce workable concepts.
- Assignments may be presented in a variety of media, for example written, audio, graphic, visual or any combination of these.
- There will be full and ongoing support from the Facilitator for the duration of the programme to ensure all assignments are completed.
This programme will be delivered by Beacon Coaching Consultancy who is registered with FETAC to offer programmes leading to FETAC awards in the National Framework of Qualifications.
The course was delivered with great presentation, attention to detail, combined with a personable, fun and creative approach....
Miriam Dempsey, Darling Wear
Miriam Dempsey, Darling Wear
