Consultative sales training – ITD

Consultative sales training helps sales people refresh their approach and improve results. When working with regular customers it is easy to think we know all about them, but this is often not the case. Consultative sales training can help sales people look again at their skills and overall style and make those changes necessary. Through coaching in the training sessions we help organisations develop their sales force and improve performance.

Consultative sales training in 2015

Consultative sales training is a more collaborative approach to sales. It requires the sales person to gain and demonstrate a thorough understanding of the client’s business. The consultative approach as defined in our consultative sales training, requires the sales person to position themselves as a useful resource in defining client situations and then suggesting ways forward.

Consultative sales training from ITD

Our approach to consultative sales training gives the sales person the opportunity to learn more about themselves and their clients. We use the Thomas International Personal Profile Report, or PPA, or DISC report to do this. The DISC report is generated from a short on line questionnaire and people find it remarkably insightful and useful. Participants reflect on their own profile and what this could say about their selling style and client relationships. This often leads to a new way to approach specific sales situations and creates a lively and thought provoking session. Consultative sales training gives sales people a fresh perspective on their sales approach and often leads them to discover the assumptions they have made and plan changes for their clients.

Typical challenges of participants on our consultative sales training

1. “I don’t seem to be getting anywhere with a couple of accounts and would like some help.”
2. “In my previous roles I have just needed to ask some good questions and match the product or service to their needs, but now I need to build stronger business relationships.”
3. “I need a more advanced approach to selling and the consultative style is the one I believe will work best for my clients.”

Consultative sales training tailored to your business

1. We tailor the training by gaining a good understanding of your business.
2. We then draft the training agenda and case studies or scenarios to your business or market.
3. The training activity is described to you and agreed by you.

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Consultative sales training – overview

The following gives details of our consultative sales training, but to see how this might apply to your business please call us for a discussion.

Pre workshop activity

• Meeting to discuss the participant’s needs for consultative sales training and those of the organisation.
• Draft consultative sales training workshop outline tailored to your needs.
• Agreement of agenda
• Participants complete a short on line questionnaire in preparation for the workshop.

Typical Agenda

• Introductions & objectives.
• What is the consultative sales approach.
• The importance of interpersonal relationships in sales.
• The different interpretations of behaviours by different types of people.
• The DISC reports explained.
• What the DISC report reflects in us.
• Understanding our own profile.
• Understanding different profiles in sales situations.
• Using the profiles to connect with people different from ourselves.
• Typical situations.
• Practical application in a sales meeting.
• Consulting about what?
• How does the customer perceive the consultant sales approach
• Workshop summary & personal actions

Post workshop activity

• Participants leave with individual actions.
• Email follow up of personal action plans.
• Suggested conversation with their line manager on their actions.
• Optional WebEx conference call follow up on these actions.
• Optional 121 coaching.
• ITD blog with further tips and suggestions.

Client feedback

• “All the teams throughout the UK found the training interesting and very useful.”

Participant comments

• “Really good, very interesting and useful”
• ” I can’t wait to try these techniques with my customers.”

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Consultative sales training – case study

Client

This pharma company has offices throughout Europe.

Background

The sales team sell to a group of regular customers as well as a group of new clients / prospects. There are regular client meetings and the relationships forged are often very good. But there is a need to develop better working relationships with some contacts.

Need

To help the sales team develop more self awareness, increased understanding of their clients and create action plans for more challenging clients.

Activity

This workshop gives the sales person the opportunity to learn more about themselves and their clients. The Thomas International PPA report is generated from a short on line questionnaire and people find it remarkably insightful and useful. Participants reflect on their own profile and what this could say about their selling style and client relationships. This often leads to a new way to approach specific sales situations and creates a lively and thought provoking session.

Account reviews centred on the client personality are carried out.

Practise situations help develop action plans for each contact.

Outcomes

The main outcomes of this session were:

• Each sales person left the training with specific actions for their most challenging clients.
• The sales people and sales managers shared a common language for future development.

Client comment

• “Very good practical training which is helping our team improve their approach to our clients.”

1. You will have training tailored to your business at no extra cost.

2. Our unique blend of training and coaching helps your sales people develop their skills and approach in the session.

3. Our training consultants create an open, positive training atmosphere.

4. Our flexible approach to fees is very useful when budgets are tight.

5. Your sales people will be working on their skills and their accounts/clients, so they will be doing work whilst they train.

6. Our unique action planning tool gives your sales people the best chance for implementing actions following the training.