This highly interactive two-day Consultative Selling workshop helps sales professionals and consultants improve selling performance through the application of a time tested consultative selling process and client interaction practices. In addition, it provides essential skills for professionals in team selling environments.
Most professionals involved in the sales process want to be more successful, both in terms of their sales interactions with prospects and clients, and in their sales results. They want to make more sales, and make them faster. Their success depends not only on their ability to sell, but to also build strong, long-lasting relationships with their clients.
The Consultative Selling Workshop teaches professionals to apply a proven, systematic relationship-building sales process so they can:
In the workshop participants learn to consultatively move clients toward recognizing that they want what is being sold, need it above what the competition is offering, and are ready to move to buying now. They learn to quickly formulate a sales and communication strategy based on client personality and style tendencies, powerfully present the unique value their product/solution will provide, and conduct sales interactions using a systematic process to improve outcomes and move the sales process forward in every interaction. Participants build on and apply these skills in a four-phase solution selling process that helps them close more deals while reducing sales cycle time.
This solution selling training is targeted at sales professionals, consultants, professional service groups, project managers, and functional experts involved in solution selling via cross functional teams.
After completing the training, participants will be able to: