Consultancy development courses

Consultancy Selling - 3 days

Consultative Selling is in many ways a completely different approach to the old prescriptive and relatively formal sales processes that began in the 1960's. Consultative Selling is also more advanced in that it looks at the Client strategically.

It is especially suited to larger Client organisations - which is now the principal market for the Consultant who not only sells but also delivers value and is part of the offer to the Client.

In the course, we will introduce delegates to the Consultancy Sales Process and we will take them through all the skills necessary to optimise each level of the process.

Course Objectives

Participants will acquire the knowledge and skills to:

• Carry out appropriate research before client meetings
• How to obtain, plan and carry out initial meetings
• The importance of the survey—understanding the client’s business
• Sell the proposal
• Monitor all projects and sell extension business