Consultative Sales Training

Developments in how companies, business buyers, and everyday consumers arrive at their purchase decisions have forced sales organisations to reevaluate how they prepare and communicate with customers and prospects. Buyers can uncover more information, choices and buying solutions with the click of a mouse than was available to the most well informed a generation or two ago.

Fortunately for sellers, assistance is still required for buyers to come to the most optimal business and personal decision. The proliferation of information and advice online can sometimes lead to confusion as to the best route to take to solve their own specific needs. This information overload is where the guidance of a skilled seller, through collaborative dialogue, can diagnose the root issues and present solutions that best address them.

To be genuinely effective and set themselves apart from competitors, sellers must demonstrate added value in the buying experience itself. This means helping customers to truly understand the underlying nature of a business issue and identifying which solution works best for them. Sellers must establish genuine credibility, nurture trust and honesty, offer insights that influence thinking and help reveal overlooked needs, before presenting a value-added solution.

Rough Diamond’s Consultative Sales Training concentrates on the factors that make up the framework of a sales conversation and provides the structure for a fruitful, client-focused dialogue. Rough Diamond provides sellers with a coherent, replicable method of more effectively delivering their sales conversations, enabling the better leverage of technical and sales skills to find more opportunities, more thoroughly understand customer needs, convincingly express value, and of course, make more sales.

• Boost revenue by closing more sales at a faster pace and growing business with current customers
• Build competitive advantage by creating a sales environment that is firmly in line with market needs and increases business outcomes through customer-focused sales dialogues
• Generate more, and increase the size of sales opportunities by bringing to light overlooked needs

• Establish what consultative selling is and explain why it is critical in the pursuit of adding customer value and gaining business
• Use consultative selling to involve buyers in client-focused collaborative dialogue, nurture and develop relationships, and improve sales outcomes
• Recognise the fundamental skills that enable salespeople to use their natural abilities in the creation of a dialogue, promote the openness and trust needed to bring to light overlooked customer needs, converse convincingly, and make profitable deals
• Understand why customer objections arise and employ a model to neutralise defensiveness and be able to engage the customer in overcoming opposition
• Improve the seller’s cognisance of their existing sales approach, give feedback on areas where they are strong and those in need of development and help them create strategies and proficiencies to reach the next tier of sales superiority
• Put guidelines in place for two-way feedback, peer and self-learning skills to drive continuous development