Webinar - Consultative Sales skills

This session will cover the following areas:

• The why of consultative sales - moving away from purely price and vendor status etc. Becoming a trusted adviser, avoiding objections and the natural close
• Consultative Sales stages:
  • Research Refer to Broker models and challenges in Module 3
  • Ask – skilled questioning to uncover broker needs and challenges. Introduction to some questioning techniques including SPIN Selling and Open and Closed questions
  • Listen – Active Listening skills
  • Inform/Teach – position as solution provider. Build trusted adviser status
  • Solution – The pre-sell. Check response and adjust
  • Propose & Close – natural consequence of previous stages
• Product Features, Advantages and Benefits
• Improved outcomes selling benefits – advantages specific to client/broker
• How to convert features to benefits

Objectives - By the end of this session, you will be able to:

• Understand the principles of consultative selling and its advantages
• Understand how we can use it to position as a ‘trusted advisor’ to our client
• Understand the stages of consultative sales and how to use them
• Understand the advantages of converting product/service features to benefits, how to do this, and how it fits a consultative approach
• Learn essential sales skills such as SPIN selling questions, active listening and converting features to benefits
• Understand the importance of consultative skills in the modern environment

Nick Thomas Bio:

Nick offers a unique combination of skills in the UK insurance training sector – an industry sales specialist and a professional coach and trainer.
Nick is an Economics graduate with over 25 years corporate insurance broking experience
He was a highly successful sales producer in the UK broking market before progressing into regional and then national sales leadership roles. As National Development Director at HSBC, Nick was one of only 40 people from a global workforce of 265,000 selected as part of the STARS programme to recognise exceptional performance. He is a highly trained consultative sales specialist, and his experience includes a secondment with a major management consultant to design a best practice sales process.
In the mid-2000s, Nick developed a chronic health condition; his journey to recovery fostered a new range of interests, and a passion for health, and performance. He studied widely, qualifying as a Master Practitioner in Neuro-Linguistic Programming (NLP), obtaining a Diploma in Life Coaching, before going on to study Corporate/Business Coaching with The Coaching Academy. Nick is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach.
In the last two years Nick has worked in a self-employed capacity in training, coaching, and consulting. He works with a specialist adviser in Insurance sector M&A (Mergers & Acquisitions), and through Nick Thomas & Associates.

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