Consultative Selling

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Network: 
Irish Franchising Skillnet
Methods of Assessment The course is assessed using
• Assignment (25%) Skills Demonstration (75%)
Learning Outcomes Participants who successfully complete this module will be able to:
• Understand how to set realistic objectives
• Acquire the ability to open a sales call effectively
• Develop an awareness of how to analyse customer behaviour.
• How to overcome objections
• Ask for the business
• Remain professional to gain commitment
Further Enquiries Siobhan O'Callaghan
Tel: 01 291 1963
Fax: 01 293 8957
Email: siobhan@paramounthr.ie
Entry Requirements •Level 5 or equivalent qualification and/or relevant life and work experience
Course Content On completion of the course learners will be able to:
•Examine the theories, strategies and components of a consultative sales process
•Analyse customer requirements through analysis of buyer behaviour theories
•Employ appropriate questioning and listening skills, in a range of consultative sales scenarios, to identify customer requirements
•Formulate product or service solutions to effectively meet client needs through the use of consultative selling skills and tools
•Provide solutions to customer problems, handling customer objections to buy, and close the sale
•Apply sales skills and techniques in a range of customer facing situations
•Exercise substantial personal autonomy in a range of sales or customer facing situations
Enrolment and Start Dates Comment Running on an ongoing basis 2012/13
FETAC Code B30154: Consultative Selling
Subjects Taught Primary Units Covered
• Opening the sales call
• Customer Requirement
• Customer Behaviour
• Presenting Benefits
• Handling Objections
• Closing the Sales Call
Duration Completion over 4 weeks
Course Fee Price TBC
Available to Job Seekers: 
No
Certified: 
Yes