Consulting Skills for

Dynamic Sales

UK: +44 (0)20 7164 6959
USA: +1 (617) 431 3011

At Navanter, we provide off-the-shelf as well as bespoke training courses. These courses can be run as-is, or customised to your needs. Most of our work is fully bespoke for individual clients - contact us to discuss your needs.

Take your sales skills to a new level

Go beyond a traditional sales approach, and completely involve your customer in the development of your solution.

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Most salespeople know that the key to winning business is by asking the right questions to understand a customer's needs, then match a solution to those needs. This advanced sales training course takes the salesperson's skills beyond this traditional sales approach, and teaches how to completely involve the customer in the development of the solution themselves, thereby increasing buy-in to the proposed solution and maximising the likelihood of a sale.

On this training course, you'll learn how to be a consultant and business partner within a sales context.

The course begins by identifying 5 key question types, which help customers to fully understand their business, what's led to their current situation, the possibilities which exist to improve, and then to set their own steps in place to lead to change - all under the guidance of the salesperson. From here, we look at how different people have different motivational values, and how the salesperson can adapt their communication and solution to the individual they're dealing with. This course uses the industry-standard SDI® tool to explore relationships between salespeople and customers.

Who should attend?

Confident salespeople who want to take their skills to a new level as they work to develop true partnerships with their customers.

Key topics

Defining sales and consulting
  • Communication defined
  • Common communication problems
  • What makes great communications?

Question types for consultations
  • The only useful purpose for a presentation
  • Deciding your presentation objectives
  • Phrasing your objective for maximum impact

Facilitation skills for requirements gathering
  • Understanding different communication styles
  • Learning about your own communication tendencies
  • Catering for all communication styles in a presentation

The sales consulting process
  • Starting with the end in mind
  • Incorporating evidence to justify the message
  • Considering audience roles to plan your message

Understanding motivation using SDI®
  • Scientific discoveries on messaging structures
  • Building a persuasive presentation towards your goal
  • Engaging your audience through a powerful structure

Creating rapport with customers
  • Avoiding "death by PowerPoint"
  • Keeping the audience focus on the presenter
  • How to be the master, not the slave, of slides

Moving from consultation to sale
  • How to prepare for a strong delivery
  • Engaging the entire audience, all the time
  • Effective responses to difficult audience questions

Handling objections like a partner
  • Building a presentation for in-class delivery
  • Hands-on coaching as you prepare to deliver
  • Deliver a high-impact presentation & receive feedback

Key take-aways

Design a high-impact presentation from scratch
  • Use all techniques from the course on a presentation
  • Create your purpose, goal and structure
  • Design PowerPoint slides which add to the experience

Increased confidence when presenting
  • Increased self-awareness with NPSI
  • Present in class both with and without preparation
  • Real audience feedback on strenghts & improvements

More engaged audiences
  • No more boring presentations
  • Audiences captivated by content and style
  • Audience management to ensure no-one can switch off

Presentations which hit the mark
  • Deliver presentations which meet their objectives
  • Gain commitment from audience to defined actions
  • Achieve your own presentation goals & follow through

Why take this training course with us?

As a business consultancy, we understand that there's more to sales than just selling. Modern sales has moved beyond traditional "sales processes". Today's customer needs to feel understood and involved throughout the sale to give them the confidence that the solution or product truly helps their business achieve its strategy.

At Navanter, we often work with businesses to help them develop and communicate their strategy. We bring these sales consulting skills to this course, equipping talented salespeople to become collaborative sales consultants who find win-win outcomes for themselves and their customers.

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