Sales
Consultative selling and negotiation
A two-day programme on selling a considered purchase: how to qualify what the client actually needs, build an argument around it, handle the objection behind the objection, and negotiate without giving away the margin.
What you will be able to do
- Prepare and lead your commercial negotiation
- Adapt to different perceptions
- Develop the discovery phase
- Develop your active listening
- Adapt your dialogue to the situation
- Showcase your offer and your strengths
- Handle objections
- Close the sale
Programme
Focus: the basics of communication
- What has to be working before any sales technique can help
Commercial posture
- Leading the exchange rather than following it
- A personalised SWOT of your own argument
- Listening
- Identifying the obstacles and the conditions for success
Upstream: preparation
- Preparing your prospecting
- Preparing questions and objection handling in advance
- Setting objectives that are actually usable
The sales meeting
- Introducing yourself — elevator pitch, creating interest
- The three-stage sequence
- Identifying your client and their cognitive preferences
- Detecting motivations, including the ones nobody states
- Adapting your language and building a connection
- Developing the discovery phase
- Arguing with the CAP structure
- Handling objections and reformulating
- Convincing
Negotiation and closing
- The principles of negotiation
- The close — the stage where most of the value is won or lost
What this course gives you
Taking this course, you will learn to grow your revenue, but also to uncover what your client really expects, make client contact easier and sharpen your commercial, sales and negotiation strategies.
Through a range of communication tools, the programme teaches active listening to identify the real needs of the people you deal with. Convincing your client and answering objections effectively are the threads that run through the whole course.
Questions about this course
I am not in sales. Will this be relevant?
Very often more relevant than for career sales people. Consultants, engineers and founders regularly have to win work with no training at all, and the consultative approach suits them because it starts from diagnosis — something they already do well — rather than from persuasion.
Do you teach closing techniques?
Not the manipulative ones. Pressure closes work occasionally on a transactional purchase and reliably damage a long relationship, which is what most participants are actually selling. We treat the close as the natural end of a well-run diagnosis.
Can we use our own offer and our own deals?
Yes, and for in-company sessions we ask for exactly that — your real proposition, your real objections, and recent deals both won and lost. Rehearsing on your own material is what makes the training transfer to Monday.