This Workshop is designed for sales staff who need to take more
of a consultative approach. I work closely with and deliver sales training for a leading sales consultancy, Space2. This workshop
has been designed by Space2 who have developed the "Triple D" questioning process, which not only assesses a sales
persons own questioning style, but allows them to ensure they have the right mix of questions in their business
conversations, moving forward.
Objectives of workshop
By the end of this programme attendees will be able to:-
Define the term Consultative approach as it applies to their roles.
Gain deeper insights into what motivates customers to buy and employ
this insights confidently.
Apply the "Triple D" consultative questioning model, to issues and
challenges their clients face.
Explore the Advantages & Disadvantages of the problem/solution
approach.
Review ways to conclude a consultative discussion and make a link to the next step, or topic of conversation.
Attendees will go away with an updated, robust questioning
model, that does not have a four letter acronym and be able to confidently apply it, immediately in their roles.
"I
must have been trained in every sales methodology over the years but it has finally all come together for me with the space2
approach." (Account Manager, Network Solution Company)
