Consultative Selling Skills

Perhaps you have noticed that sales success is getting harder to come by in the so-called new economy. The competition is tougher than ever, and the pace is much faster. It is no longer enough to just have a great product and deliver a persuasive presentation on the features and benefits you offer. These days, sales isn’t about convincing the customer to buy your product. Instead, you must learn to function as an expert consultant who has the skills and patience to first identify what the customer really needs and wants, and then help him obtain it.

In our Consultative Sales Skills seminar, we help turn great sales reps into outstanding sales consultants. Using a fast-paced, multi-faceted sales training approach that combines short lectures, interactive small groups, role-play, and personal coaching, our gifted senior sales instructors will provide you with plenty of hands on practice to gain confidence in your new sales skills. You will learn about the psychology of selling, listening and interviewing skills, and a way to basically let the customer handle the close and be excited to do it. As you learn to identify what the customer truly values, you will also discover techniques for delivering the real value he is looking for. Instead of just being a walking brochure, you will become a trusted friend and earn a business relationship that can last a long time.

Seminar Objectives:

Participants in the Consultative Sales Skills seminar will learn to:

• Take advantage of the importance of a value approach in building a successful customer partnership
• Demonstrate the face-to-face Relationship Selling process
• Sell long-term relationships rather than low bids
• Utilize interviewing skills to listen to clients instead of pitching products
• Work with the needs of different types of buyers in order to offer something each one recognizes as valuable to him or her
• Understand how to differentiate product/service and company in a competitive selling environment
• The top 10 closing techniques and when and how to use them
• Recognize opportunities to add value to client’s business
• Offer creative solutions and options that please the customer and boost your profit
• Use post-sales measurement to share data with sales management
• Comprehend when and why buyers buy to be able to increase sales