![](\"https:\/\/consulting.humanvalue.it\/wp-content\/uploads\/2018\/09\/consultative_selling.jpg\" "\\"consultative_selling\\"")
<\/span><\/div><\/div><\/div><\/div><\/div><\/div><\/div>
Trust is a must<\/span><\/h2><\/h1><\/div>Consultative Selling<\/span><\/h1><\/h1><\/div><\/div><\/div><\/div>CONTENTS<\/span><\/h2><\/h1><\/div>\n- Introduction to consultative selling<\/b>: the continuous flow <\/b>of sales<\/b><\/li>\n
- Concentrate<\/b> on clients\u2019 needs<\/b> and their businesses<\/b><\/li>\n
- The consultative seller<\/b> as a profit improver<\/b><\/li>\n
- Using skills of communication<\/b>, negotiation<\/b> and analysis to transform traditional selling into consultative selling<\/li>\n
- Consultative selling: the key stages<\/b> in the process<\/li>\n
- Preparing the meeting<\/b><\/li>\n
- First contact with a potential client: identifying psychological reasons for making a purchase<\/b> and power maps<\/b>, as a way of identifying who makes the decisions, who influences them and who might oppose them<\/b><\/li>\n
- Using an ROI logic to assess needs<\/li>\n
- How to present<\/b> a solution<\/b><\/li>\n
- ROI-driven reasoning<\/b>: features and benefits<\/li>\n
- Handling objections<\/b><\/li>\n
- Decisions and techniques <\/b>for closing<\/b><\/li>\n
- Action plan<\/li>\n<\/ul>\n<\/div>
OBJECTIVES<\/span><\/h2><\/h1><\/div>\n- Acquire techniques<\/b> useful for building long-lasting relationships<\/b> with customers<\/li>\n
- Establish client needs<\/b> in a professional manner<\/li>\n
- Create an effective consulting presentation to smooth the transformation from \u201cprice-driven\u201d vendor <\/b>into trusted consultant <\/b>and run a \u201cROI-Driven Negotiation\u201d<\/b><\/li>\n
- Understand the sales process and your role<\/b>in producing added value <\/b>for the client<\/b><\/li>\n<\/ul>\n<\/div><\/div><\/div><\/div>
METHODOLOGY<\/span><\/h2><\/h1><\/div>\n- Alternating between lectures and active learning:<\/b> questionnaires, role play exercises, action plans, self-assessments<\/b> to create the most suitable selling model<\/li>\n
- Trying out techniques and strategies that can be applied day to day<\/b><\/li>\n
- Conclusive personal action plan<\/b> to help define and keep track of measurable objectives and actions<\/b><\/li>\n<\/ul>\n<\/div>
Consultative Selling<\/span><\/h1><\/h1><\/div><\/div><\/div><\/div>CONTENTS<\/span><\/h2><\/h1><\/div>\n- Introduction to consultative selling<\/b>: the continuous flow <\/b>of sales<\/b><\/li>\n
- Concentrate<\/b> on clients\u2019 needs<\/b> and their businesses<\/b><\/li>\n
- The consultative seller<\/b> as a profit improver<\/b><\/li>\n
- Using skills of communication<\/b>, negotiation<\/b> and analysis to transform traditional selling into consultative selling<\/li>\n
- Consultative selling: the key stages<\/b> in the process<\/li>\n
- Preparing the meeting<\/b><\/li>\n
- First contact with a potential client: identifying psychological reasons for making a purchase<\/b> and power maps<\/b>, as a way of identifying who makes the decisions, who influences them and who might oppose them<\/b><\/li>\n
- Using an ROI logic to assess needs<\/li>\n
- How to present<\/b> a solution<\/b><\/li>\n
- ROI-driven reasoning<\/b>: features and benefits<\/li>\n
- Handling objections<\/b><\/li>\n
- Decisions and techniques <\/b>for closing<\/b><\/li>\n
- Action plan<\/li>\n<\/ul>\n<\/div>
OBJECTIVES<\/span><\/h2><\/h1><\/div>\n- Acquire techniques<\/b> useful for building long-lasting relationships<\/b> with customers<\/li>\n
- Establish client needs<\/b> in a professional manner<\/li>\n
- Create an effective consulting presentation to smooth the transformation from \u201cprice-driven\u201d vendor <\/b>into trusted consultant <\/b>and run a \u201cROI-Driven Negotiation\u201d<\/b><\/li>\n
- Understand the sales process and your role<\/b>in producing added value <\/b>for the client<\/b><\/li>\n<\/ul>\n<\/div><\/div><\/div><\/div>
METHODOLOGY<\/span><\/h2><\/h1><\/div>\n- Alternating between lectures and active learning:<\/b> questionnaires, role play exercises, action plans, self-assessments<\/b> to create the most suitable selling model<\/li>\n
- Trying out techniques and strategies that can be applied day to day<\/b><\/li>\n
- Conclusive personal action plan<\/b> to help define and keep track of measurable objectives and actions<\/b><\/li>\n<\/ul>\n<\/div>
<\/div><\/div><\/div>
CONTENTS<\/span><\/h2><\/h1><\/div>\n- Introduction to consultative selling<\/b>: the continuous flow <\/b>of sales<\/b><\/li>\n
- Concentrate<\/b> on clients\u2019 needs<\/b> and their businesses<\/b><\/li>\n
- The consultative seller<\/b> as a profit improver<\/b><\/li>\n
- Using skills of communication<\/b>, negotiation<\/b> and analysis to transform traditional selling into consultative selling<\/li>\n
- Consultative selling: the key stages<\/b> in the process<\/li>\n
- Preparing the meeting<\/b><\/li>\n
- First contact with a potential client: identifying psychological reasons for making a purchase<\/b> and power maps<\/b>, as a way of identifying who makes the decisions, who influences them and who might oppose them<\/b><\/li>\n
- Using an ROI logic to assess needs<\/li>\n
- How to present<\/b> a solution<\/b><\/li>\n
- ROI-driven reasoning<\/b>: features and benefits<\/li>\n
- Handling objections<\/b><\/li>\n
- Decisions and techniques <\/b>for closing<\/b><\/li>\n
- Action plan<\/li>\n<\/ul>\n<\/div>
OBJECTIVES<\/span><\/h2><\/h1><\/div>\n- Acquire techniques<\/b> useful for building long-lasting relationships<\/b> with customers<\/li>\n
- Establish client needs<\/b> in a professional manner<\/li>\n
- Create an effective consulting presentation to smooth the transformation from \u201cprice-driven\u201d vendor <\/b>into trusted consultant <\/b>and run a \u201cROI-Driven Negotiation\u201d<\/b><\/li>\n
- Understand the sales process and your role<\/b>in producing added value <\/b>for the client<\/b><\/li>\n<\/ul>\n<\/div><\/div><\/div><\/div>
METHODOLOGY<\/span><\/h2><\/h1><\/div>\n- Alternating between lectures and active learning:<\/b> questionnaires, role play exercises, action plans, self-assessments<\/b> to create the most suitable selling model<\/li>\n
- Trying out techniques and strategies that can be applied day to day<\/b><\/li>\n
- Conclusive personal action plan<\/b> to help define and keep track of measurable objectives and actions<\/b><\/li>\n<\/ul>\n<\/div>
- \n
- Introduction to consultative selling<\/b>: the continuous flow <\/b>of sales<\/b><\/li>\n
- Concentrate<\/b> on clients\u2019 needs<\/b> and their businesses<\/b><\/li>\n
- The consultative seller<\/b> as a profit improver<\/b><\/li>\n
- Using skills of communication<\/b>, negotiation<\/b> and analysis to transform traditional selling into consultative selling<\/li>\n
- Consultative selling: the key stages<\/b> in the process<\/li>\n
- Preparing the meeting<\/b><\/li>\n
- First contact with a potential client: identifying psychological reasons for making a purchase<\/b> and power maps<\/b>, as a way of identifying who makes the decisions, who influences them and who might oppose them<\/b><\/li>\n
- Using an ROI logic to assess needs<\/li>\n
- How to present<\/b> a solution<\/b><\/li>\n
- ROI-driven reasoning<\/b>: features and benefits<\/li>\n
- Handling objections<\/b><\/li>\n
- Decisions and techniques <\/b>for closing<\/b><\/li>\n
- Action plan<\/li>\n<\/ul>\n<\/div>
OBJECTIVES<\/span><\/h2><\/h1><\/div>
- \n
- Acquire techniques<\/b> useful for building long-lasting relationships<\/b> with customers<\/li>\n
- Establish client needs<\/b> in a professional manner<\/li>\n
- Create an effective consulting presentation to smooth the transformation from \u201cprice-driven\u201d vendor <\/b>into trusted consultant <\/b>and run a \u201cROI-Driven Negotiation\u201d<\/b><\/li>\n
- Understand the sales process and your role<\/b>in producing added value <\/b>for the client<\/b><\/li>\n<\/ul>\n<\/div>
<\/div><\/div><\/div>METHODOLOGY<\/span><\/h2><\/h1><\/div>
- \n
- Alternating between lectures and active learning:<\/b> questionnaires, role play exercises, action plans, self-assessments<\/b> to create the most suitable selling model<\/li>\n
- Trying out techniques and strategies that can be applied day to day<\/b><\/li>\n
- Conclusive personal action plan<\/b> to help define and keep track of measurable objectives and actions<\/b><\/li>\n<\/ul>\n<\/div>
- Trying out techniques and strategies that can be applied day to day<\/b><\/li>\n
- Establish client needs<\/b> in a professional manner<\/li>\n
- Concentrate<\/b> on clients\u2019 needs<\/b> and their businesses<\/b><\/li>\n
![](\"https:\/\/consulting.humanvalue.it\/wp-content\/uploads\/2018\/09\/box-call_.jpg\")
<\/a><\/span><\/div>