What we do | Bespoke programmes
Advanced Consultative Selling
Most sales skills training courses don’t work, according to what our clients tell us. This tends to be because they are generic in nature with delivery of the ‘chalk and talk’ variety. Our programmes combine:
- A bespoke approach to your situation, your people and your clients
- Real world experience of major account development in the high tech marketplace
- A significant track record of ensuring both retention and implementation of the learning using our Action Learning Methodology.
What is ACS?
Advanced Consultative Selling is the art and science of deeply understanding your customers’ needs and, in partnership with them, the process of translating those identified needs into business value propositions that demonstrate clearly measurable return-on-investment solutions for your customers.
Our Advanced Consultative Selling Workshop is custom designed around your specific portfolio of solutions. It is designed with close input from the Services, Marketing and Support functions of your organisation. It focuses on helping your salespeople to profoundly understand the psychology of the consultative selling process and, in a safe learning environment, to “experience and experiment” how to successfully negotiate the terms of a long term, mutually beneficial partnership with their respective customers.
The workshop is delivered utilising an action learning methodology that incorporates experiential learning and facilitated best practice advanced consultative sales process development. Your salespeople need to feel that their unique situations are understood and acknowledged by the workshop facilitators; this is achieved through providing real world examples of how situations can (and have been) dealt with. The action learning methodology utilised throughout the workshop is as far removed from ‘chalk and talk’ as is practically possible – it’s not just about best practice theory, it’s really about providing an accessible model of real life success that can be deeply understood, learned, copied and then implemented. Accessibility is ensured through utilising action learning methodologies, but more importantly, through understanding and working with each individual salesperson’s specific performance blockers. In this way, what is quickly recognised as common sense becomes common practice within your organisation.
- The workshop consists of a 2-Day Advanced Consultative Selling Workshop with a follow-on 1-Day “Results Review, Feedback, Q&A, & Action Planning” session 6-8 weeks later.
- Participants typically work in small groups of three or four (maximum of 12 attendees per workshop).
- Typical participant role titles would be Business Development Manager, Senior Account Manager, Key Account Manager, Client Director, and Channel Manager.
Real World Experience:Our facilitators combine real world, successful international B2B technology sales experience, with an unique action learning delivery methodology and deep subject matter knowledge. They have ‘walked the walk’ and are not just ‘talking the talk’! Our facilitators’ specialist client focus is technology/knowledge based B2B companies operating in international markets.
Field Dynamics is a consultancy specialising in
training & development. We are dedicated to working in
partnership with organisations and individuals to help them
become the best they can be on a consistent basis.
We work with organisations across the UK and Europe. Our areas of expertise include team building, leadership training and executive coaching.
For further information contact Dan at Field Dynamics on 023 8022 3888, or complete our contact form and we will contact you.