Advisory Sales Techniques

What is Advisory Sales Course?

We start the training with the typology of transaction processes between companies and consumers. In this sales training, we focus on consultative selling, i.e. we talk about a sales model in which the business targets the customer's needs and circumstances. 

We differentiate goods according to the value they have, from a bottle of soda to a million-dollar house, and the decision times for purchasing those goods. As such, the average business-to-consumer sales process has a much shorter sales cycle than the typical business-to-business sales cycle.

The differences in approach between the two are visible. While B2C sales can refer to any sales process that goes directly to consumers, B2B sales go more towards the service area, where costs are considerably higher and the conversion rate is much lower.

In the Consultative Selling Techniques training, you will participate in a simulation where you will face various situations, learn how to react in each case, analyze the interaction with each type of customer and gain a set of best practices that will visibly improve sales results.

Who is it for?

When we talk about dedicated sales training, we address directly sales teams that offer products and services to the end customer and we focus on the "Great Divide" that separates the two types of customer relationships, transactional or consultative.