Consultative sales skills training for selling consulting services.
Selling consulting services or other intangibles presents an additional set of obstacles. How to prove that what you offer is worth the money. How to reveal what you can do without giving away your intellectual property. How to differentiate yourself from all of the others offering similar expertise. How to sell consulting without seeming like a salesperson.
This course provides sales training for consultants and others who sell intangible services. Take this course to develop or strengthen consultative selling skills.
What is the best sales training for consultants?
- Course design by an experienced consultant.
- Delivery by the course author.
- The co-creation of workplace actions for embedding learning in participant routines and habits.
- The opportunity for one-to-one learning.
- Guaranteed effectiveness.
You can't touch a consulting service, you can't photograph it, and you can't record it in your books as an asset. You can't even sell it when it is no more use to you.
Selling consulting services is very different from selling products that take up space and have a tangible presence.
In this unique programme, learn how to sell the most valuable thing in the universe, know-how.
Programme Objectives
- Get started without making cold calls.
- Demonstrate expertise without giving up the know-how.
- Speed up the process of developing trust.
- Cause people to talk about their real issues.
- Establish the value of intangible services.
- Know if a customer will pay your price.
- Gain access to all of the decision influencers.
- Influence commitment to making a decision.
- Have customers sell themselves.
- Turn a sale into a collaboration.
- Reduce or eliminate outcome uncertainty.
Learn how to initiate a dialogue about business without making cold telephone calls.
Acquire new ways to filter out time-wasting opportunities and focus on business that can be won.
Win trust fast and shorten the time it takes to conclude a sale.
Prove that you have what the client needs without presentation or self-promotion.
Transform a sale into a collaboration between experts to solve problems, address issues, or realise opportunities.
The programme is fun, challenging, and effective in helping those who need to sell their own expertise or that of an employer. The learning experience imparts new confidence in the ability to sell consulting services.
Course Content
Introduction: Goal, objectives, and learning management.
Differences: The challenges of selling services.
Customer Questions: Preparing effective answers.
Only Sell to Hungry People: How to find those with an immediate need for what you are selling.
No More Cold Calls: How to engage suspects without cold calling.
Reliable Referrals: How to set up a proactive referral programme.
Crossing the Trust Barrier: How to establish trust, quickly.
Adapting for People: Recognising and adapting for personality style.
Passive Persuasion 1: Adding value to another person’s thinking.
Passive Persuasion 2: Listening for another’s thoughts.
Three Rules: How to have the customer sell themselves.
CLEAR Consultative Sales Process: How to turn a sales effort into a collaboration.
Quantified Qualification: Will it happen, can you win, and will it be worthwhile?
Gaining Commitment: Turnaround any objections and invite the customer to buy.
Sales Negotiations: How to protect both your and the customer’s win.
Review and Next Steps: How to transform learning into results.
Who should attend:
Consultants, engineers, scientists, and technical staff who need to sell services or know-how-based solutions will learn how to become comfortable in selling situations. Salespeople used to selling tangible products who now have to sell less well-defined solutions, will learn how to adjust their approach and bridge the gap.
Typical Participant Comments
Very useful insight into selling a service compared to a product. Excellent role plays which enable you to put what you have discussed into practice. Enjoyed talking around customer objections and how best to counter them. From Base Plus
Great content, pace, and delivery. Would recommend to anyone selling services. From J2 Interactive
Memory jerking. Eye-opening. From UPS Systems
Additional Benefits
- Flexible 'learning by doing' structured training.
- Workplace assignments develop new habits and practices.
- Tools, templates, frameworks, and examples save time and aid learning.
- Common language improves communication and teamwork.
- Promotes adoption of best practice habits and methods.
- Improves job satisfaction and motivation.
- Increases results.
Selling Consulting Services Delivery Options
- One-to-One
- Delivery via sixteen 1-hour or eight 2-hour virtual meetings.
- £1595. Learn more
- One to One on a per-session basis:
- £150 per 1-hour session - Learn more
- Group Training (virtual classroom):
- £2995 for the whole course delivered via sixteen 1-hour or eight 2-hour virtual classroom sessions - Learn more
- Or selected content on a per-session basis:
- £250 per 1-hour session. Learn more.
- Fees exclude applicable VAT.
- Traditional Classroom
- Delivery over one or more days at a conference venue or the customer's offices. Delivery of the full consultative sales training course takes two days.
- Contact us for fees
Use this link for more information or to have us call you.
Large Numbers
Licensing and train-the-trainer options enable self-delivery. To find out more, call or use the links below. Associate and Affiliate representation is welcomed. To promote or deliver this course, get in touch directly.
Flexible Approach
If you need to learn how to sell consulting; if you are selling consulting services and need to increase sales, or if you are looking for consultative sales skills training, get in touch. Telephone +44 (0)1392 851500 for more information. We will be pleased to learn about your needs or discuss some options. Alternatively, send an email to custserv@salessense.co.uk or use the contact form here.
