Date	City
	09.09.08 - 10.09.08	Northampton		City Northampton Date 09.09.08 - 10.09.08  Price 975,00 GBP Information For more information, or to make a booking please contact the Business Centre on (01604) 667584. Close

Post course clinic.pdf
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Oh Norman - Consultative Sales Skills in Manufacturing & Engineering Industries
Training needs assessment.pdf
Booking terms and conditions.pdf

SC111 - Oh Norman - Consultative sales skills in manufacturing & engineering industries

Course overview
Selling in the manufacturing and engineering industries has never been tougher than today.

Sales organisations are constantly demanding more from their sales teams who are often competing against multiple suppliers, sales channels and low cost imports.  At the same time customers are seeking to drive down prices whilst demanding innovation and increased support in order to compete in the global market.

Increasingly equipped with products and prices that are similar to the competition, the skills of discovering customers’ real needs and presenting benefits in the form of products or services are becoming even more important to sales people and sales organisation.

This course teaches the fundamental skills of consultative selling and provides the basis for selling in the modern manufacturing and engineering environment.


Target Group
Designed for all sales staff that have direct customer contact where the opportunity exists to sell products and services.

Previous Knowledge
No specific knowledge is required although a background in sales or sales support is desirable.


Training Outcomes

• Recognise the importance of the “3 core competencies” of a sales professional
  
  
• Understand the structure and content of the “sales cycle” and the dangers of hitting the ‘Wall of selling’
  
  
• Recognise the benefits of consultative selling to their company and themselves when compared to traditional selling methods
  
  
• Know the importance of using positive openings and gaining the customer’s agenda when setting the stage
  
  
• Be able to recognise and avoid the five barriers to effective listening
  
  
• Have a clear understanding of open and closed probes and know when to use them
  
  
• Understand the difference between an opportunity and a need
  
  
• Know why it is important to identify the customer’s “hidden needs”
  
  
• Understand the difference between products, features, benefits and how to present them to fulfil customer’s identified needs
  
  
• Be able to identify buying signals and use the two stage technique to gain commitment from the customer
  

Course Duration

Part 1 lasts 2 days and is offered as an open course at our training centre in Northampton.

Part 2 of the course lasts 1 day and is six to twelve weeks after completion of part 1.

Courses can also be run as an in-company version on a customer’s premises.

Download seminar course sheet


Download our training schedule


To discuss this seminar in more detail over a coffee, please contact the business centre on (01604) 667584 or alternatively, e-mail business_centre@festo.com.