Employers and Manufacturers Association (EMA) Northern - The Sales Call – Compelling Consultative Selling

The Sales Call – Compelling Consultative Selling

How to expertly handle sales calls with proven techniques that win customers for life

Who’s this course for?
If you are a novice, or even an old hand but you want to re-ignite your sales performance, this workshop will transform your approach to sales and help differentiate you from the rest.

What’s included?

  • What is meant by consultative selling and how to do it, from preparing beforehand to closing the sale
  • The 4S model of client engagement
  • Your unique selling proposition (USP); what sales winners do differently to build customer intimacy
  • Exploring your buyers’ needs and crafting compelling solutions.


What you’ll learn:

Handling a face-to-face sales call is the most precarious phase of the sales process. If not handled expertly, you could be in danger of losing a valuable sale and, more importantly, a valuable customer. This phase of the sales cycle centres on building trusted relationships with your clients and this workshop will enable you to sell your most valuable commodity–yourself.

Over the course of the day you’ll become familiar with the techniques of consultative selling. It’s an approach that goes far beyond reaching a win-win agreement. It is a process that enables the salesperson to form a lasting and trust-based partnership with the buyer.

After, you’ll be able to…

  • Fully understand the meaning of consultative selling
  • Properly prepare for your sales call
  • Ask the right questions and offer tailored solutions to get buy-in from your clients
  • Negotiate confidently
  • Close more sales and win long-term customers.


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New Zealand

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