GIMA Knowledge Workshop: Sales Territory Plans & Developing a Consultative Approach to Selling

Date: 13th December 2017
Location: Horticulture House, Chilton, Didcot, Oxfordshire OX11 0RM
Website: gima.org.uk

Sales Development Workshop
Getting more from you Sales Territory Plans +

Developing a Consultative Approach to Selling

Aims

Participants will be better able to:

  • Use Sales Territory plans to structure and make best use of their effort
  • Implement new techniques to prioritise tasks and plan their time
  • Employ a ‘Consultative Sales’ approach to develop existing and potential customers

Topics

  • Linking Territory plans to actions
  • Analysing your workload and time use
  • Prioritisation
  • Where to spend effort for most reward
  • A structured approach to customer meetings and follow - up
  • What is ‘Consultative Sales’ - Process
  • Questioning skills to identify needs
  • Consultative listening skills
  • Introducing solutions to customers based on their needs
  • Proactive sales - Link, Cross and Upselling