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Consultative Selling is a customer-oriented sales process that helps account managers discover and understand the client’s needs and identify where their products and services will help resolve a client problem. Consultative selling addresses the sales situation in a diagnostic or solution-selling mode. It is the method of cooperating or collaborating with the customer to align their business needs with your solutions.

This approach is somewhat analogous to the work of a doctor. No effective doctor would offer a cure without first asking questions to diagnose the patient's problem. Similarly, offering products or services in sales to "cure” business problems without first asking the correct diagnostic questions about the needs and concerns of the company and their problems makes for poor selling. Like a good doctor, the consultative salesperson probes for information and conducts a thorough exam about current problems before helping to develop a solution in partnership with the client.

An effective consultative sales cycle will follow a pattern based upon the following sequence:

This is not a sales programme. It does not address the areas covered by many programmes such as prospect management, sales techniques or referral processes. The event will teach the delegates how take the client on an investigative journey during which time the consultant can use their position as a trusted guide to introduce their services and how they might help the client resolve any difficulties.

Benefits to you and your organisation

Client Feedback

In a recent review, our clients offered the following thoughts on how the 7Cs framework had added value to their business 3-12 months after attending the event:

Who Should Participate

Programme

Source Material

Course Content

*Day 1*

9.00	Introduction
9.30	The 7Cs Sales Framework
10.30	Client - In this critical stage delegates are helped to understand the nature of the social relationship with the client using the Engagement model.
12.00	Lunch
1.00	Clarify – When working with a client there will always be things about the sale that they are not telling you. Although we often spend time dealing with the safe surface issues, in most cases the unspoken factors that will kill a sale or relationship. The Shadow Map helps delegates to understand the nature of the shadow issues and how they can be addressed.
3.00	Create - With the information gained from the clarification stage, the sales professional uses a structured Create model to build a bridge between their services and the clients needs.
5.30	End
*Day 2*
9.00	Change – A good sales process will often necessitate a shift in the way the client or consumers think, feel, or behave. The CHANGE framework will help the account manager take a decision on what influencing style is most appropriate in helping the client and consumer make such a shift.
10.30	Confirm/Continue - If the client is to ensure that the purchase is to add real value to their business, it is measure customer satisfaction across three key areas; does the purchase makes sense, do they like it and will they use it.
12.00	Lunch
1.30	Close - Assuming that the account management process has been completed successfully, this is the best time to enhance the relationship and discuss what future work opportunities might exist. The Build model helps to gauge the commercial nature of the account and define what action can be taken to enhance the relationship .
3.00	Rapid Mapping – Questioning is the key to any consultative selling process. It signals the professionalism of the account manager, clearly defines the nature of the opportunity being considered and ensure that any sales transaction will not result in a high cost of sales or implementation. A this stage each delegate takes time to define a personal question set that they can use with their accounts and then apply this in 'real-play' exercise.
5.30	End

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