Training programs
Commercial and advisory skills for consultants
A two day intense and interactive training and a one day follow up.
This program enables consultants to better articulate the value of what they are delivering and selling.
That value being:
- Revenue generation
- Operational efficiency
- Mission-critical operations
- Business processes
- Quality
- User productivity
- Customer satisfaction
Modules
1
What is a good sales approach?
- Evaluate a sales conversation
- What does this mean to us?
- How good are we?
- Am I a trusted advisor?
- Self assessment exercise
2
Matching the buying and selling cycle
- How does a customer buy?
- What are his needs?
- Who makes the decisions?
- Exercise
3
Exercise
- Define the qualitative and quantitative value MyCo has for its customers
- The whole MyCo value experience
- Value selling
- Intrinsic
- Intrinsic value
- Extrinsic value
- Strategic value
- The consultative approach
- Apply this to our customer base
- Quantify MyCo’s value for the customers
4
Face to face selling skills
- Multi level selling and articulation of value
- High level sales meeting
- Preparation
- Agenda
- Questioning
- Argumentation
- Objection handling
- Closing
- Dry run
- Feedback
- Evaluation
- Dealing with objections
- Closing
- Learning points
5
Advisory skills
- The AED concept
- Analysis-Evaluation-Decision
- Structure the conversation
- From Evidence to Impact and to Solution
6
In-depth questioning skills
- Leading by questioning
- The LSD concept
- Types of questions
- Brainstorming
7
Tools to structure the consultative conversation
- Template
- Silver bullit questions
- Checklist
- Exercises
8