Consultative Selling

  • Tuesday21Jan 2020
    Understand successful selling

    Time: 9:30 - 17:00

    How to make sales by making your customer successful

How to make sales by making your customer successful

 

What is the course about?

Sales professionals must articulate how their company can deliver business value to their customers. It sounds simple, but in practice there are formidable barriers to understanding the customer's needs and transforming often hazy and incomplete ideas into a plan that will give decision-makers the confidence to invest.

This workshop gives you a clear, structured approach that will ensure you discover what you need to know and then, like magic, explicitly align your interests with your customer. It then shows how to use a highly persuasive and entirely non-confrontational method to convince customers why they should trust your company to help them.

The workshop is highly interactive and provides extensive opportunities to practise the new skills in exercises and role-play.

Who should attend?

  • Sales professionals
  • Business Leaders
  • Consultants who want to sell more by earning trust and respect

What is the course outcome?

The workshop enables you to master PROUD OSCAR®, a proven, powerful consultative sales call model. It ensures you get to the root of what the customer really needs while simultaneously demonstrating your own expertise and adding value. It shows you four simple techniques to identify and articulate business value and then work cooperatively with the customer to define the best possible solution. PROUD OSCAR is used by thousands of sales professionals in major international technology companies throughout the world.

What is the course agenda?

  • Coffee and Registration from 9:00am
  • Why the market demands consultative sellers
  • Why consultative sellers sell more
  • PROUD OSCAR® the consultative selling call model
  • Prepare
  • Open
  • Understand the pain
  • Diagnose the problem(s)
  • Overall Summary
  • Credentials
  • Advising the customer
  • Ratify and close

Who is the course leader?

Ian Henley is a leading expert in improving the business performance of technology companies, specialising in business strategy, leadership, marketing and sales. In 1998 he co-founded ChangeBEAT a boutique consultancy which works exclusively with senior technology company executives to define and deliver practical improvement programmes. The work often centres on the way the company sells and delivers business value. ChangeBEAT's customers include over sixty of the best known technology companies in the world, including CA, EMC, Accenture/Avanade, Microsoft, Panasonic, Hitachi, Microfocus, Oracle, Landis+Gyr and Nokia. They also work with smaller technology companies, and IT departments including the Examination Board of Cambridge University, EDF Energy and the Open University.

Testimonials

"I attended the Consultative Selling course at TechUK. It was excellent. The level of tuition and course content were well judged and impeccably presented. A deeply experienced professional, Ian’s instructional style was excellent and his feedback was clear, honest and extremely valuable. I would thoroughly recommend the course".

Jamie Thomas, Account Manager – Cyber Security, L3 TRL Technology

"Excellent course full of sage advice on how to navigate this tricky area for a start-up"

                                  Matthew Butler - Director, Plan A Health Consulting Ltd

What is the cost?

techUK Members - £395.00 + VAT

Non-Members - £595.00 + VAT

 

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org.  

 

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