• Establish rapport and build chemistry with prospects and clients
• Understand how to deal with different sales structures
• Work with the needs of different buyer types within a company
• Focus on the advantage of long-term value over low cost
• Quantify the costs that may be incurred by the buyer subsequent to purchase
• Identify opportunities to add value to the sale
• Apply questioning skills to determine buyer attitudes, situations and priorities
• Identify problem areas and potential solutions
• Use the manual to create personal Feature, Advantage, Benefit statements
• Develop an advantage over their competition
• Asses personal sales performance after each call
• Understand how to use our unique sales process as it is covered in the manual
• Recognize the factors that affect buyer behavior
• Cold call, get past gatekeepers and schedule appointments
• Handle the most common objections
• Use ten of the most effective closing techniques available

Understanding how a company’s products or services can fill the individual needs of prospects or existing clients is a skill required for sales reps to succeed in today’s competitive business environment. Our Consultative Selling Skills class is designed around this premise – the concept of providing targeted recommendations and solutions based on information gathered during the sales process. To reinforce the methodologies taught in our sales training workshops, existing clients can purchase copies of the Consultative Selling Skills training manual for personal reference and internal sales rep effectiveness.

Each manual is designed to function as a comprehensive reference guide for sales reps who have experienced the learning environment of our sales training programs. Participants who have attended short-format sales training overviews, specialized training programs focused on job functions or industry-specific sessions can all benefit from this sales training manual. Personal assessments, informative learning sections on our comprehensive sales process, individual exercises, activities and other sales tools all work together to reinforce classroom training.

Private Group Sales Training: Group sales training can be tailored to the needs of the client organization and delivered on-site at the time and location of the clients choice. 

Public Open Enrollment Seminars: Individuals are invited to participate in monthly seminars held across the US in an open enrollment format.
For a full list of upcoming open enrollment sales training seminars please click here.

For more information and pricing, please complete this form.