Consultative Selling Skills

This integrated programme will provide delegates with a thorough grounding in the skills and techniques required to become a professional sales executive in the laboratory technologies market.
  • This 2-day course can be taken on 2 consecutive days OR with a period of field implementation between the two days.

    At the end of the course the participants will:

    • Be able to use the telephone effectively to make appointments
    • Know how to open, lead and control the face to face discussion
    • Be able to qualify leads effectively
    • Be able to establish the customer’s requirements and purchasing criteria
    • Be able to handle all common objections and focus the customer on value, not price
    • Be able to gain commitment and advance the sale at all stages
    • Know how to manage their time and territory to optimum effect
    • Understand the importance of generating their own new business
    • Have a strategy for maintaining high standards of performance
    • Have definitive and time-bound action plans they can implement immediately in their work
    • Be eligible to receive ongoing mentoring and advice at no extra charge

    Who should attend?

    • New starters recently recruited into the sales profession
    • More experienced sales executives with no formal training qualifications
    • Technical and application support staff with regular customer contact
    • Internal staff with direct customer contact

    Course Tutor:  Steve Cole