Consultative Sales Skills Training Course

One of the most common mistakes that ineffective sales persons make is trying to sell something to a customer before he or she knows what the customer wants to purchase.

This approach often sets up a confrontational tug of war in which the sales rep keeps pushing products and the customer keeps backing away. This is a recipe for disaster; at the very least, it is a prescription for a low closing rate. Fortunately, there is a better way.

Our one or two-day Consultative Sales Skills Training Course is your ticket to consistently higher closing rates, higher margins and long-term, very satisfied customers.

During this highly interactive, hands on sales training course, our experienced professional sales trainers will lead you through a challenging array of concepts and activities to help you quickly gain a clear understanding of your customer’s needs, interests, problems and issues.

The skills you will learn during the workshop will enable you to understand what the customer does – and does not – want to buy, so that you can structure a proposal that will give them what they want, rather than trying to sell them what you want. This enables better positioning for your products and services.

On-Site Training: Can be tailored to the needs of the client organization and delivered on-site at a time and location of the clients choice.

Objectives:

Participants will learn to:

• Take advantage of the importance of a value approach in building a successful customer relationship
• Demonstrate the face-to-face Relationship Selling process
• Sell long-term relationships rather than low bids
• Utilize questioning skills to listen to clients and identify their needs, instead of just pitching your products
• Identify and understand different buyer types and behaviors, so the sales process moves along more smoothly
• Differentiate your product/service and your company from your competition
• Employ the top 10 successful closing techniques, and know when and how to use them
• Offer new opportunities that add value to your client’s business needs
• Offer creative solutions and options for mutual gain
• Use post-sales measurements to share data with sales management
• Practice the skills to identify when and why buyers buy to be able to increase sales

For more information and pricing, please complete this form and we will email you a confidential Annotated Outline that will provide you with an hour by hour description of this sales training course.