consultative selling skills - mtd sales training · consultative selling skills 1-day workshop mtd...

Consultative Selling Skills1-Day Workshop

MTD Sales Training, 5 Orchard Court, Binley Business Park, Coventry, CV3 2TQ Web: www.mtdsalestraining.com Phone: 0800 849 6732 [email protected]

MTD in numbers…

the year that MTD has been working with a wide variety of clients (both large and small) in the UK and internationally

2001 23

3,500+ clients

18

92% customer satisfaction score across 8 different criteria

head office based in the Midlands where we have our very own training centre. Local offices in London & Manchester too.

the number of countries in which we have delivered training

100,000 people trained

head office staff, trainersand consultants

3 accreditations

ILM CPD ISMM

1

“We strongly recommend MTD as a training provider for their professionalism and for the results we’ve achieved.” HR Manager

2Web: www.mtdsalestraining.com Telephone: 0800 849 6732 |

" An excellent, well thought through approach to creating a modern and relevant development program.

MTD are inspirational and approachable with years of experience. They have been able to adapt the style

and approach to meet the needs an ability of our company to get the results we wanted."

People, Performance and Development Manager

IN-HOUSE, BESPOKE TRAINING

OPEN COURSES

SALES DEVELOPMENT PROGRAMMES

ONLINE SALES TRAINING

BLENDED SOLUTIONS

SALES ASSESSMENTS

We will design and deliver a sales training solution that suits your specific needs, addressing the issues and requirements from your training brief that best fits your culture, learning style and ways of working.

From sales people with no previous experience through to sales directors, we run a number of open courses to suit all levels. These are delivered throughout the year at various locations in the UK.

Modular, on-going sales development programmes designed around the needs of your sales people and business. These can range from 5 days to 2 years in duration.

We offer a range of online sales courses that can lead to a formal sales qualification.

We can offer a fully-blended solution to include not only workshops but also e-learning, video, audio, podcasts, webinars, infographics – you name it!

Want to benchmark your skills against the best? Our MTD Sales Insight tool will be able to tell you your strengths and weaknesses as a modern day sales professional.

What we offer at a glance…


OUR KEY UNIQUE SELLING POINT“Bespoke, practical and quality training delivered by a trainer experienced in your industry is a “given”. Where we really make a difference is how we help your sales people to embed and implement thelearning after the course. We offer industry-leading post-course support to make this happen so you get a real, tangible return on your investment"

Credibility and trust are two important factors when selecting an external training partner as you will want to know that you are in safe hands.

From multi-nationals through to the small business, no matter what your industry, size or complexity, we have delivered training to over 3,500 different organisations and have helped over 100,000 sales people that include:

MTD Have Worked With...

4

“We have used MTD for several years now because they are exceptional. Great trainers, easy to work with and deliver the results we need.”Head of HR

Web: www.mtdsalestraining.com Telephone: 0800 849 6732 |

Consultative Selling Skills


A 1-day masterclass where you will learn how to…

Unearth The So You Can Build Pain & Pleasure To Sell Your Solutions & Products

Needs & The Wants Of Your BuyersIn The Right Way

Overview

You need to give your prospects and clients a good listening to!

Long gone are the days when you would turn up and just pitch your solutions and products to them.

Instead, you need to be able to understand their requirements and also build up a picture so that you know how your products and services can help them.

You can only achieve this through consultative selling.

Our “Consultative Selling Skills” workshop will provide you with the skills and techniques so you can unearth the needs and wants of your buyers so you can effectively work out a strategy on how to offer your products and services to them in the right way.

The course is a formally endorsed qualification by the ISMM and upon attending the course you will receive the “Consultative Sales Professional” certificate from the ISMM.

ISMM endorsement is the industry recognised benchmark for high quality sales training programmes.

Supported by their quality assurance system, endorsement confirms that our training programme is professionally designed and delivered to exacting standards.

Who Will Benefit From The Course?

• Field sales peopleBusiness to business sales peopleSales people who have had no formal trainingon the subject beforeSales people who need a refresher and need toget “back to basics” and refocus their time andeffortNew sales peopleClient relationship managersAccount managersBusiness development managersCommercial managers

••

•

•••••

What Will You Gain From The Course?

• Learn the importance of consultative selling intoday’s selling environmentLearn a consultative selling model to follow foryour interactionsLearn how to unearth the needs and wants ofyour buyersLearn how to build up the pain of their currentsituationLearn how to present and offer your productsand solutions in the right wayLearn how to build the value of what you offerLearn how to articulate the pay-offLearn how to handle resistanceLearn how to move the sale forward

•

•

•

•

••••


Course Agenda

Introduction & Objectives

The Importance Of Consultative SellingHere we take a look at the differences between traditional selling and consultative selling. What are we trying to achieve by using this approach and what are the key skills you will need to be a success at it? We will also take a look at the model that we will use throughout the day so you can remember the steps to follow to ensure that you cover everything.

Opening Your Sales Interaction With ImpactYou need to open your interactions with a purpose and to signpost what will happen throughout your meeting. You’ll learn how to build rapport in the right way and to position you and your company so the buyer will trust you. Get your opening right and everything you will do from thereon in will be viewed in the same way.

Explore The Impacts Of Needs & BenefitsLearn how to plan and prepare to ask the right questions at the right time. You’ll understand the different types of questions to ask and how to probe deeper to unearth explicit and implicit needs. You’ll learn how to complete a thorough fact find so you understand the buyers requirements in great detail.

Explore The Impacts Of Needs & BenefitsYou’ll learn how to establish the impacts, costs and pain of the current situation and will also learn how to involve your buyer in exploring the consequences of doing nothing. By building the pain/pleasure you will be creating the pathway so your products and services can be the only viable solution.

Discuss Options & SolutionsWithin this session you will ensure that the buyer knows and understands the solutions that you offer and that you can deliver a compelling presentation. You’ll be able to discuss initial ideas and concepts in a clear and precise way linking the benefits to your buyer’s needs. You’ll discover what the value equation is and how to use it the right way to build the value of your products and services.

Resolve Concerns Before They Become ObstaclesYou’ll learn how to plan for and handle resistance and objections before they even surface and how to build them into your sales interactions upfront. You’ll be able to categorise them into doubts, misinformation and legitimate concerns and have a strategy on how to deal with each

Secure Commitment & Move The Sale ForwardWith this final session you will learn how to secure commitment for the next meeting, the next step or for the close. You’ll do this by ensuring that the buyer understandings his/her needs and the benefits that you provide and then you’ll use transition statements to move the sale forward.

Close & Actions

Client Comments From Previous Open Courses:


"The sales course was dynamic and very beneficial. I was struggling to make sales before but now I feel really confident that when I get back to the office I'll be able to improve upon my figures”

"I found the course very useful and plenty of good information to take away and use in the future. I really enjoyed the day and I have gained a lot of confidence from Mike's techniques. Really well presented"

"10 out of 10. The application of the techniques will improve every aspect of my sales cycle as a whole. All I can say is that at not one point of the course did I want to be anywhere else, it was engaging and fun. My idea of how education should be!.”

"Mark kept the subject matter fresh and made it relevant to all participants. I specifically liked the section on questioning techniques and understanding the needs of my clients and then presenting my product and services in light of this”

"The course formalised selling into a process which I could easily understand and paved the way for long term sales success. Mark was enthusiastic (not overly so) and inspirational”

"Mark was very good. The course was well presented and very relevant to my role as sales director”

Grace Mupfurutsa - Sales Liaison Manager - Churchill London

Paula Murray - Sales Engineer - Calgon Carbon

Jamie Gow - Sales Account Manager - NJW Ltd

Georgia Hellend - CRM Manager - HCML Ltd

Paul Callaghan - Sales Engineer - Ably Shelters

Paul Getland - Sales Director - NJW Ltd

"Thanks for the course, it was great. Rest assured, I wouldn't have any problems recommending the course to my fellow colleagues. I found it extremely useful and thought provoking and thought the course leader was a great facilitator and tutor"

"There were no switch off spells as the course was excellent. The presentation style was both friendly and humorous. I now have a method of structuring my management style and have a great understanding that different people need to be motivated in different ways”

"This course will give me the competence to succeed and was exactly what I needed. I now understand my buyers a lot better and I have improved my questioning skills so much. Mark was excellent with a thorough knowledge of the subject - it was great fun with a nice bunch of people too”

"This course was very useful and enjoyable. I got some great ideas from it which I will easily be able to into practice. I loved the idea of letting the client buy from me rather than actually selling to them”

"Mark made the course very interesting the whole way through and he kept our energy levels high all day. The course was practical, well-structured with lots of great techniques and frameworks to use”

Garry Cochrane - Account Manager - Fine Ltd

Bakhtiar Hanan - Head Of Buying - Videogames - Toys R Us

Parminder Singh - Industrial Sales Co-Ordinator - Rotherham College

Max Raja - International Media Executive - Air Transport Publications

Paul Jackson - Management and Sales Advisor - IP


Locations

Hilton Garden InnEastern Perimeter RoadHatton CrossLondonTW6 2SQ

MTD Training Centre, Coventry5 Orchard Court , Binley Business Centre, Harry Weston Road, Coventry, CV3 2TQ 5 minutes off Junction 2 of the M6

Require Accommodation?

MTD Sales Training has negotiated special discounted rates with local hotels if you need somewhere to stay.

Please contact us and we will make sure that you receive preferential rates

The Clayton Hotel, Manchester AirportOutwood Lane,Manchester,M90 3NS

DoubleTree by Hilton – Central London60 Pentonville Road, London, N1 9LAEasy accessible via railway and underground

Start/Finish TimesStart: 9.30amFinish: 4.30 – 5.00pm

Your Course Leaders


Scott Rumsey Gavin Muge

John Alexander Stewart Bull

Feedback From The Last 72 Sales Professionals Who Attended This Course

Area Average

Trainer's Knowledge Of The Subject 9.63 out of 10

Trainer's Presentation Skills 9.46 out of 10

Trainer's Helpfulness 9.63 out of 10

Variety Used In Delivery 9.24 out of 10


Registration Fee

The course fee is £325 + VAT.

Formal Endorsed Qualification & Certificate The Consultative Selling Skills Course is a formally endorsed qualification by the ISMM and upon attending the course you will receive the “Consultative Sales Professional” certificate from the ISMM.

Ongoing Support

11Web: www.mtdsalestraining.com Telephone: 0800 849 6732|

After The Workshop

After the training, your sales people can email their trainer at any time for help or guidance.They might be implementing some techniques that they have covered on one of theworkshops and want some tips on how to implement it for their specific situation.

Whatever the reason, your trainer is available for your staff whenever you need us.

Learning is just the start of the process! We will be with you every step of the way while yourstaff implement what they have learned.

If you would like to book a place on this courseyou can call us on , complete0800 849 6732our online booking form or download ourBooking Form (Word Format) and email it backto us. Details of locations, dates and availabilityfor each course are athttp://www.mtdsalestraining.com/schedule - Youwill find the booking forms on the respectivepages.

Next Steps & Booking Information

Questions/Queries

Call us - 0800 849 6732Email us - [email protected]

Booking

Once You Have Booked

We will then send you a confirmation letter, invoice and joining instructions. You can pay through invoice or card.

consultative selling skills - mtd sales training · consultative selling skills 1-day workshop mtd...

Documents