Develop the Client's Needs
3 Day Course
Can you consult with your client and understand their needs?
What is the course?
- designed for Consultants, Sales People, Customer Service Staff, Telephone Support Teams, New Managers
- suitable for anyone who wants to build - or refresh - their consulting, selling or influencing skills, or who wants to improve their "face-to-face" communications
- draws on behavioural research in meetings and client-facing situations
- designed as the follow on course to Professional Selling Skills, but can be tailored as a one off course for the appropriate audience
- comprises: classroom tuition, practical workshops, individual coaching and peer and instructor feedback
What are its objectives?
By the end of the course, participants will:
- know the key methods for discovering, defining and developing client's needs
- have practised using these methods in workshops and role play meetings
- be able to apply this knowledge to their own business environment
What topics are covered?
All elements of the consultative client meeting:
- preparing to succeed
- developing rapport, establishing credibility
- customer buying motives, wants and needs
- structured questioning to discover, define and develop client's needs
- active listening
- handling objections
- making a proposal
- gaining commitment