Sold!
A guide to consultative selling training video
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Overview
Learning objectives
To provide step-by-step training in developing customer relationships.
Consultative sales skills training
This three-part series, combining expert advice with drama sequences and fly-on-the-wall style documentary clips, shows real sales situations, including interviews with both the client and the sales person. From the cold call to that first appointment, from asking the right questions to closing the sale, these programmes give practical training in selling techniques that work and show how you can apply these techniques to different types of sales situations.
The package is divided into three modules:
-The Preliminary Research - how to find out what your customer wants and get the appointment
-The Investigation - how to use questions to uncover the customers needs and clarify requirements
-The Commitment - how to use different closing techniques and continue the relationship.Train your sales team to...
- Secure appointments with customers and learn to identify their needs
- Give customers what they want and ensure they remain loyalVideo training resources
Video (44 mins)
Self-study video (44 mins)
Training notes (PDF)
Self-study workbook (Word)A BBC video training production
Produced by BBC Worldwide Ltd 1993 © Video Arts.
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Learning chapters
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Outdoor market traders http://www.videoarts.com/product/SOLD L01/Outdoor-market-traders http://www.videoarts.com/images/products/SOLD L01.jpg
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Wrong sales pitch http://www.videoarts.com/product/SOLD L02/Wrong-sales-pitch http://www.videoarts.com/images/products/SOLD L02.jpg
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The consultative selling process http://www.videoarts.com/product/SOLD L03/The-consultative-selling-process http://www.videoarts.com/images/products/SOLD L03.jpg
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The importance of research http://www.videoarts.com/product/SOLD L04/The-importance-of-research http://www.videoarts.com/images/products/SOLD L04.jpg
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Getting the appointment http://www.videoarts.com/product/SOLD L05/Getting-the-appointment http://www.videoarts.com/images/products/SOLD L05.jpg
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Preliminary stage in action http://www.videoarts.com/product/SOLD L06/Preliminary-stage-in-action http://www.videoarts.com/images/products/SOLD L06.jpg
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Problem questions explained http://www.videoarts.com/product/SOLD L07/Problem-questions-explained http://www.videoarts.com/images/products/SOLD L07.jpg
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Examples of problem questioning http://www.videoarts.com/product/SOLD L08/Examples-of-problem-questioning http://www.videoarts.com/images/products/SOLD L08.jpg
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Investigating stage in action http://www.videoarts.com/product/SOLD L09/Investigating-stage-in-action http://www.videoarts.com/images/products/SOLD L09.jpg
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Getting client to understand solution http://www.videoarts.com/product/SOLD L10/Getting-client-to-understand-solution http://www.videoarts.com/images/products/SOLD L10.jpg
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Explaining the benefits to solve the problem http://www.videoarts.com/product/SOLD L11/Explaining-the-benefits-to-solve-the-problem http://www.videoarts.com/images/products/SOLD L11.jpg
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The solution stage in action http://www.videoarts.com/product/SOLD L12/The-solution-stage-in-action http://www.videoarts.com/images/products/SOLD L12.jpg
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The process of getting commitment http://www.videoarts.com/product/SOLD L13/The-process-of-getting-commitment http://www.videoarts.com/images/products/SOLD L13.jpg
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The commitment process explained http://www.videoarts.com/product/SOLD L14/The-commitment-process-explained http://www.videoarts.com/images/products/SOLD L14.jpg
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The commitment stage in action http://www.videoarts.com/product/SOLD L15/The-commitment-stage-in-action http://www.videoarts.com/images/products/SOLD L15.jpg
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Summary http://www.videoarts.com/product/SOLD L16/Summary http://www.videoarts.com/images/products/SOLD L16.jpg
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Cigna insurance - dealing with an intermediary http://www.videoarts.com/product/SOLD L17/Cigna-insurance---dealing-with-an-intermediary http://www.videoarts.com/images/products/SOLD L17.jpg
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An interview with the seller Steve Westley http://www.videoarts.com/product/SOLD L18/An-interview-with-the-seller-Steve-Westley http://www.videoarts.com/images/products/SOLD L18.jpg
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Kodak - dealing with an influence http://www.videoarts.com/product/SOLD L19/Kodak---dealing-with-an-influence http://www.videoarts.com/images/products/SOLD L19.jpg
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An interview with the seller Steve http://www.videoarts.com/product/SOLD L20/An-interview-with-the-seller-Steve http://www.videoarts.com/images/products/SOLD L20.jpg
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An interview with the client Don Haile http://www.videoarts.com/product/SOLD L21/An-interview-with-the-client-Don-Haile http://www.videoarts.com/images/products/SOLD L21.jpg
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