Formación Laboris
Curso relacionado

Curso de Consultative Sales


Curso para empresas Distancia

Duración: 2 días


Objetivos: The primary objectives are to provide your sales professionals with a range of sales tools and techniques wrapped within the Eskil B2B Sales Canvas that allow them to adopt a confident consultative selling approach. By the end of this two-day training course, the participants will have: Tools to build rapport with others to a deeper level; developed active listening skills to ensure that they have all the information they need; Identified the right questions to progress the sale; Learnt to probe and para-phrase; Identified how to strengthen existing relationships as well as develop new ones; Sold the whole package that they offer and identified what they do differently to their competitors; Learnt to be the Sales Conductor, working with colleagues across the business to develop compelling sales solutions; Improved bid / no-bid

A quién va dirigido: Eskil's Consultative Selling course is ideal for those wishing to improve their sales skills and long term customer relationships when selling B2B. This has been delivered to all levels within a sales team as well as business / management consultants.

Temario completo de este curso

All of our workshops are based on 'dialogic facilitation' - our experienced Facilitators are former CEOs / Directors of $50m+ organisations or business & leadership experts.

All modules include hands-on exercises and open discussions as we facilitate peer-learning, help to build your internal networks and put everything explored into context.

  • Workbook
  • Exercise Book
  • Consultative Selling Slide Deck
  • Eskil B2B Sales Canvas


Welcome, Introductions, Objectives

Introducing Consultative Sales
  • What is selling? Beliefs about selling
  • Who are you selling to?
  • What do buyers want?
  • Qualifying the client
  • The consultative sales process
Defining The Opportunity
  • Mapping your target client
  • Understanding your offering
Starting & Building
  • Primary Networks
  • Secondary Networks and introductions
  • Scanning the horizon
  • Communications & Pyschology styles
  • Barriers to listening
  • Active Listening
  • Open Questions
  • Meta Questions
  • Summary & Paraphrase

  • Sponsors & Stakeholders in discussion


Recap, Focus : Refocus

  • Putting your consultative selling skills into practise
The Sales Canvas
  • Setting the headline
  • Sales Stakeholders
  • Managing Our Position
  • Reflective Thinking
Securing Client Commitment
  • The Win-Win
  • Client motivators
  • Actions & DRI
Pull It All Together

DAY THREE (Optional)Sales Emotional Intelligence
  • The 10 aspects of EI
  • The Application of EI in your Sales
  • Your personal EI Assessment & Feedback
  • 360-degree EI
ver temario completo

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