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Harvest | Sales Academy
4. Results Based Consultative Selling
Developing your Sales Approach to Align with Customers This programme is for salespeople both acquisition and retention to: • Enhance their personal skillset as professional consultants • Demonstrate consultative sales abilities through new insights and value adding conversations • How to frame offerings within the context and perspective of clients – context-led selling • Develop your role as a trusted advisor and partner for clients
Audience Business Development Managers, Sales Professionals, Inside Sales Teams and Field Sales Teams. Duration This is tailored design, and our programmes can run between 2 and 4 days, depending on whether all or some aspects of Consultative Sales Skills are required.
Sales Skills Framework Mindset and Skillset •
Identify the mindset and skillset required for a high-performance sales team member
• Attributes, Behaviours and Characteristics (ABC’s) of a high-performing sales team member and sales team
Core Content Customer Analysis
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Understand and evaluate your personal strengths and development areas
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The importance of new customers
• Outlining an approach to new customers • Creating a new business pipeline
Buyer Behaviour
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Understanding the four main types of buyer behaviour Gain an understanding of personality styles
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• Identify our own individual style and how to recognise others
•
Understand how to interact effectively with different styles
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