Consultative Approach

A consultative approach is a critical element of selling products and services of a professional nature, firstly, because at the heart of what is being sold is expertise, and secondly because it is often intangible. Where the products and services on offer are concerned with ideas, advice and recommendations, the Consultative Approach is the most appropriate.

A consultative approach to working with customers is about having the right attitude of service, image and powerful communication skills.

This course enables participants to sharpen their approach to how they interact with their customers – taking a consultative approach is much much more than delivering outstanding customer service 

  

Objectives 

• Learn what constitutes a consultative approach
• How to build business relationships, spot business opportunities and identify how to take proactive service steps
• Explore how to demonstrate capability – appropriately showcasing your talent and solving the problem by listening, questioning and taking action
• Explore and practice the essential communication skills required for consultation
• Enhance your awareness of your personal communication style through DiSC and how to flex it in order to adapt to the styles of others and influence more powerfully
• Learn how to manage difficult situations, handle objections and practice techniques to break conflict and obtain commitment
• Assess your own influencing and negotiations style through a Negotiation Style Instrument
• Explore Influencing strategies & styles and how to negotiate effectively using a ‘Win:Win’ approach

Target Audience

All individuals, particularly specialists who are required to interact and liaise with customers and clients on a regular basis.

Duration

2 days