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Consultative Selling Skills

What is the programme about?

The high volume sales environment is challenging; speaking to the right person and making an impact in a short timeframe are important skills for progressing a lead into a meaningful conversation. Whether an individual is new to sales, or has been working in the industry for several years, the salesperson has to engage a new set of skills to step more into the consultative selling world.

CSS builds on existing interpersonal skills to establish the fundamentals of consultative selling, even within a high volume environment. Whether face-to-face or telephone-based, sales teams have to be able to engage with their client’s needs rapidly to progress the sale.

Who will benefit from this programme?

This programme is especially effective for new salespeople, or for teams who need to differentiate their sales approach from the competition.

What will this programme help you solve?

CSS will enable you to address the following common challenges:

  • Lack of new potential clients. CSS includes proven techniques for lead generation.
  • Long Buying Cycle. CSS provides tools and techniques at every stage of the customer Buying Cycle to accelerate the process whilst demonstrating value.
  • Failing to turn suspects into prospects. CSS improves conversion rates by teaching salespeople questioning techniques to build trust and urgency and motivate the client to act.
  • Win ratio is poor. CSS tools get the salesperson to work in partnership with the client to formulate a compelling proposition.
  • Price pressure. CSS teaches salespeople how to generate sufficient value in their solution to reduce or negate price pressure.
  • Blockages in the sales pipeline. CSS looks at the underlying concerns a client may have and how to address them.
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Contact us about

Sales Manager Programme

SMP helps managers to identify their key priorities within the context of their organisation, and provides managers with the processes, tools and people skills required to plan strategically and manage day-to-day activities

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Sales Leadership Programme

SLP provides a challenging and insightful journey for your leadership team, giving you the opportunity to work on the business, rather than just in it.

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Sales Coaching

SC develops core skills and behaviours to ensure coaching conversations drive individual and business performance, providing practical tools and techniques to support immediate application

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Strategic Account Management

SAM teaches sales people how to identify the account data that provides the most useful insights, and introduces a clearly-defined process and interactive toolkit to create, track and monitor practical account plans for immediate application

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Commercial Acumen

CA improves the decision-making of anyone involved in acquiring or growing accounts, enabling sales people to achieve and maintain account profitability through greater awareness of key commercial and financial levers

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Negotiating Client Value

NCV echoes the customer-centric philosophy of our award-winning sales methodology, Creating Client Value, building advanced negotiation strategies and skills in the context of the customer’s Buying Cycle – maximising negotiation opportunities whilst strengthening client relationships

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Creating Client Value

CCV gives sales people the skills and tools to explore the client’s business needs broadly and deeply in order to create joined-up solutions that reach across the organisation and deliver maximum value to the business, using Imparta’s proven, award-winning sales methodology

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Consultative Selling Skills

CSS builds upon existing interpersonal skills to establish the fundamentals of consultative selling, even within a high-volume environment. Suitable for both face-to-face and telesales teams

Read more...

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Tools

  • Explore your priorities

    Explore Imparta’s thinking through the lens of your business priorities

  • Estimate the impact

    Estimate the impact of Sales training to help create a business case for change

  • Design your solution

    Scope out how you could make training stick, using our Capability Building® System

  • Compare vendors

    Clarify your decision criteria & download a customised spreadsheet