Consultative Selling and winning more business

Understanding self – strengths, preferences, blind spots and areas for development

• Administration of a psychometric profiling tool to identify behavioural preferences (energy, process of information, decision-making and approach to deadlines) to help you understand yourself better and how to work with different people

Sales call – Phase 1 Getting Information

• Making introductions and scoping the purpose of the meeting
• Building rapport to put clients at ease and develop working relationships
• Avoiding sellers traps and why we need to ask questions (probe – listen – probe some more)
• Asking questions to uncover ‘background’, ‘pains’ and ‘dreams’. Helping customers to understand the extent of the problem; impact on processes, other departments, processes, plans and budgets
• Questioning skills – Practical exercises of building a portfolio of great questions to ask, role play and demonstrations of how different types of questions can be used to progress the sales process.
• Active Listening and note taking

Sales call – Phase 2 Giving Information

• Convert features into benefits and close more sales
• Presenting your offer persuasively using benefit statements aligned to customer needs
• Develop a process to create unique benefit statements to motivate customers to buy
• Understand customer types and when and how to adapt working style to get the best out of different people and sales situations

Sales call – Phase 3 Getting commitment

• Understanding the decision-making process – who is involved, timescales, procurement process, evaluation criteria
• Competitor Analysis and planning for potential strengths, weaknesses, opportunities & threats
• Resolving concerns and uncertainties
• Understanding the different types of objections and how to pivot to your advantage
• Closing the sale and techniques
• Sales Funnel and improving conversion rates

Account networking and navigation

• Talking to the right people, about the right things and at the right time
• How to widen the contact base within an organisation and not become “stuck” within the boundaries of the immediate contact.
• Delivering excellent customer service to encourage referrals and repeat business
• What activities can we undertake to maintain customer relationships
• Developing a contact schedule to keep in touch with our Customer Portfolio

Contact Hours


Cohort Minimum

Cohort Maximum

Number of Training Sessions

Price per Learner

(Minimum Cohort)


BSA Training's Offer

Led by Bobby Singh since 2011, BSA Training is passionate about people development.  We believe employees are the most important resources in any business and so: "Improve your people.  Improve your business"BSA Training virtual training and development sessions are a new, innovative, user friendly and interactive way of learning. We are focusing on the things that are so important right now, such as: Managing yourself and developing resilience;Leading and motivating your staff remotely;Employee engagement, motivation and morale;Working from home and managing how you use your time;Managing customer relationships remotely and winning new business; Business development – developing new product;Business planning - dealing with the now, the future and beyond 

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