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Consultant: Sales training for Consultants
Larger sales organizations often benefit from the value that their in-house experts (consultants) can bring to a sale. Some consultants have a deep understanding of the business impact of their solutions, others will have a broad range of references at their fingertips. Most will be intimate with the inner workings of the market they focus on. Consultants carry credibility and are seen as subject matter experts. Customers listen.
Sometimes consultants can go ‘off script’, they may be a little ‘too neutral’, or ‘too forthcoming’. What is needed is a program of learning to help them understand the sensitivities and nuance of the sales cycle. They can then consult to both the customer and the sales team. They can play their part to the fullest.
The goal of the sales training for Consultant is to help consultants increase their impact in all sales situations. For example, enhancing the credibility of the team, their company and their solutions.
- Being able to ask focused, relevant questions – which they can then relate references and solutions to
- Be able to use influencing skills to increase the impact of communications
- Linking solutions to what matters and motivates customers
- Quantifying and selling value
- Handling objections
- Becoming a consummate story teller
- Being savvy to the dynamics of a negotiation and being able to positively play their part
- Uncovering decision maker motivation and relating solutions
- Identifying larger potential sales opportunities for the sales team
With their particular skill set and status, consultants can uncover critical data and be a significant differentiator in the eyes of the customer. This sales training is designed to make consultants even more valuable and a bigger differentiator.
For more information about these courses, fill out an information request which is sent directly to FourThirds and someone will be in touch to answer your questions.
Who should attend?
This sales training course is designed for in-house experts (consultants) and other non-sales people who are in regular direct customer contact alongside a sales professional.
Through this Total-Selling Portfolio course, participants can chose any combination of the following modules:
- Questioning Skills
- Influencing Skills
- Business Issues
- Problems & Solutions
- Objection Handling
- Negotiation Skils
Contact FourThirds for more information.
FourThirds - end-to-end transformation programs
Delivered by FourThirds, Total-Selling™ is the world’s only online, end-to-end sales transformation program. Total-Selling provides a comprehensive suite of professional development courses for those working in sales and other customer-facing roles. All of this is achieved without the loss of...
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