Develop your team’s expertise in consultative selling. This approach to sales focuses on building strong relationships with clients and customers to identify their desires and needs, and then turning those into concrete needs that can be matched to your solutions. It’s an approach we know how to build and embed confidence in. And it works. In 2020, Salesforce reported that 84% of business buyers were more likely to buy from people who understood their goals. When a client feels you understand those goals, they trust your expertise and factor your advice into their decision making.
We’ll help your teams become highly consultative and commercial by giving them the skills, knowledge and motivation to become trusted advisers to clients, and internal and external stakeholders. They’ll become mentally tougher, with the confidence to emotionally connect, influence, persuade and create professional rapport. The result? Improved idea uptake, service delivery and sales.
Consultative selling programmes generally kick off with a launch session, usually followed by five key selling workshops, possibly interwoven with 1-2-1 coaching sessions. Throughout, delegates have the chance to reflect on how they’ll use what they learn. The programme is underpinned by the MTQ psychometric which measures mental toughness in four key areas. Delegates can compare their initial psychometric score with one taken at the end of the programme and see how far they’ve come. Most programmes conclude with an action learning session that further embeds learning.
All our solutions are bespoke to your needs. Using our tried & tested unique approach - Less Friction, More Flow℠- we’ll work in partnership with you to ‘oil cogs’, solve frictions, deglitch goals and get your people into flow. In doing this we help you to deliver your strategic aims more effectively.
