Sales Awareness™
Commercial Skills for Consultants
In today’s team-selling environment, an awareness of solution selling and account management processes is an essential part of a professional Consultant's skill-set. This workshop is aimed at improving these commercial skills to ensure your Services team become a positive part of the efforts to maximise revenues, reduce project delivery costs and actively support their sales colleagues.
Sales Awareness™ for Consultants is a workshop designed for post-sales technical staff who spend time interacting with customers. The strong relationships that Consultants and Project Managers build with their customers are an asset to your company: investing in developing their commercial skills will reap dividends in client retention, up-selling, better communications with the sales team and increased customer satisfaction.
The course includes:
- Basic sales qualification techniques
- The power of questioning & listening skills
- Uncovering and developing business needs
- Basic negotiating skills
- Focussing on customer needs, not yourself
- Understanding buyer types
- Stop telling, start selling!
- The power of silence
- Building trust without ‘going native’
- Presentation and demonstration skills
- Controlling contract and project commitments
- Dealing with objections
- Gaining commitment on delivery milestones
- Resisting ‘More for free’ requests and turning these to value-based sales opportunities
The workshop is highly interactive and encourages delegates to discuss specific commercial issues they are experiencing. All our courses can be customised for your target vertical markets and solution offerings. Sales Awareness™ is a 2 Day course. It includes group and individual exercises, as well as role-plays to cement the behavioural skills taught.