Effective Consultative Selling

Organisations that have well trained sales people benefit through increased sales, better client relationships, improved market share and additional profit. Effective Selling Strategies (ESS) will help sales people develop the key attitudes and selling techniques to significantly improve sales performance. Every salesperson will gain from the fresh perspective taken on this course and the chance to review and redesign their current working practices. Like all LMI® programmes, ESS is a practical and pragmatic programme demanding active participation. The programme starts by considering the challenges of each delegate and then developing goals to improve sales.

Effective Consultative Selling focuses on:

  • Locating new customers, clients and markets
  • Understanding how to approach prospective customers and markets
  • Delivering presentations that work
  • Analysing the psychology of why people buy
  • Developing customer and client relationships
  • Overcoming stalls and objections in a professional manner
  • Using self management tools, tracking procedures and measurement techniques to be a highly effective and productive salesperson
  • Improving the returns from existing clients
  • Creating ongoing orders
  • Capitalising on added value approaches