Consultative Selling

Uses the MDS 360® Sales Assessment

This assessment has 40 behavioural questions which assess all the skills used by your sales people in their daily sales roles. You may change these questions to suit any particular sales challenge in your company. The report can be a full 360, or just self and boss. It provides easy to read assessment data and a template for an effective personal development plan.


Objectives


Use the MDS 360® to understand your development needs

Agree on methods to improve prospecting

Use techniques for effective consultations – listen more, speak less

Understand your client’s need – don’t sell a product, create a solution

Communicate persuasively and overcome objections to close deals

Content

Day 1 
  • Building your sales presence and impressing clients at the prospecting stage
  • Building solid skills for asking questions, engaging dialogue and understanding client needs


Day 2 
  • Communicating your solution effectively using persuasive language and energised delivery 
  • Moving the client to the commitment stage and closing deals
  • Managing your sales funnel using your company’s CRM system


Uses interactive exercises, short demonstrations and tailor made role play scenarios.