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Consultative Approach

I feel more confident to manage my relationships with clients - I think I will be able to partner better, as an equal, rather than not knowing how or not wanting to stand my ground in fear of damaging the relationship quote_close

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 styles
  • 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

92% of participants felt encouraged to develop a consultative approach in the workplace as a direct result of attending this course

What's New

SIA Group achieves ILM Approved Centre status

SIA Group achieves Institute of Leadership & Management (ILM) Approved Centre status and has a variety of options for accredited and assessed learning programmes.

SIA Group joins together with the Institution of Mechanical Engineers

SIA Group joins together with the Institution of Mechanical Engineers - the fastest growing professional engineering institution in the UK.