Consultative Selling

Building Business Advisors

Program Overview

Making the journey from sales person to business advisor requires an understanding of the customer value chain and how products and services impact upon your clients’ bottom-line. This program looks at how to recognise the strategic impact and opportunities for creating direct client value that enables longer, stronger client relationships.

Target Audience

Sales people and account managers looking to gain competitive advantage through advanced selling skills.

Key Benefits and Learning Outcomes

Explore psychology of buying and selling
Develop a model of business-to-business purchasing
Set the paradigms for consultative selling
Sharpen consultative selling skills
Add value to customer relationships