Training: Issue Based Consulting
January 24, 2017Consulting Led Selling versus Consultative Selling. The next level.
February 10, 2017
Sales skills for Consultants and (Project) Managers.
This is not a sales course. Though it will help professionals to gain more business. Consulting Led Selling is about gaining business by building trust and commitment based on your knowledge and expertise. This can be done by sales professionals but ideally also by consultants, project managers, and other professionals in the field.
This training offers you the skills to connect your knowledge and expertise to the strategy of your customers and to convince the client to hire you or buy your services to help them. To be able to do this you will need another approach. Some tools and methods to analyze the customers’ environment and apply the right solution. You must also be able to manage change. Only by changing the customers current view your are able to implement your solution effectively.
Consulting Led Selling is more about skills than theory. That’s why our courses are practical. You learn by doing.
Concepts and skills we learn:
- Consultative Selling
- Insight Selling
- The Customer Decision Journey
- Product push versus Solution pull
- Dealing with objections and barriers
- How to manage Change
- Create buy-in
- Storytelling (how to create a good story)
- Effective Presentations (storyboards)
- Consulting skills
- Negotiating skills
- Presentation skills
Audience:
The methodology and related training is focused on a bachelor or academic level audience with at least 5 years of relevant working experience. CLS is beneficial for:
- Experienced professionals who want to enter the field of consulting.
- Consultants who want to expand their expertise with a new method to improve their commercial approach and increase their revenue on assignments.
- Experienced consultants who seek an innovative approach to create more value for their customers.
Course details:
Course length: 2 days
Course dates: see calender
Investment : € 1.495,- (VAT excluded)
Our training offer:
Contact us for your customized In-Company training offer. Or look at our calender for an open course in your area.
