CPD Event- Consultative Sales Skills- A Webinar with Nick Thomas

In the second of his webinars, Nick Thomas will cover consultative sales skills.

• 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:

Product Features, Advantages and Benefits

Improved outcomes selling benefits

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.

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.

• 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