Seminar Outline:
Most people, including both sales representatives and customers, tend to view
the sales process as a kind of competition between the two. Sales reps zealously
promote the wonderful features of their product or service, while customers
gamely try to resist the pressure. In the end, sales is viewed by many as an
irritating but necessary evil.
We are pleased to announce the end of this stressful, adversarial sales
process! In its place stands an exciting, challenging, mutually beneficial
selling style we call Consultative Selling Skills. In this fulfilling selling
strategy, the sales representative focuses first on building a relationship of
trust and understanding with his client, so that he can learn what the needs and
desires of his customer might be before even raising the idea of initiating a
transaction. A sales representative who has been thoroughly trained in the art
of consultative selling will be able to offer the customer something he truly
values, minimizing suspicion and resistance on the part of the customer, while
increasing the likelihood that he will come away with more than a sale. In the
end, he will establish a long-term relationship with his customer that will lead
to many future sales.
In our fast-paced, two-day Consultative Selling Skills seminar, you will
receive detailed, in-depth training in this effective approach to selling. Our
senior sales trainers are all experienced, successful practitioners of the
consultative selling process. The class relies on a combination of small group
exercises, role-plays, and personal coaching to deliver a learning experience
that is built on real-time, hands-on, practice. When you graduate from the
class, you will have a clear plan of action and a confidence in this new set of
skills that will boost your total sales significantly over the next 3 months.
Seminar Objectives:
Participants in the "Consultative Sales Skills" seminar will learn to:
- Employ a value approach in building a successful customer partnership
- Apply the principles of the face-to-face Relationship Selling process
- Successfully sell long-term relationships instead of discounted pricing
- Make use of careful interviewing skills to drive the sales process in
lieu of pitching products
- Understand how the needs of different buyer and behavior types impact
the sales process
- Differentiate product/service and company in a competitive selling
environment
- Identify the top ten (10) closing techniques, and know when and how to
use them
- Recognize opportunities to add value to client’s business
- Offer creative solutions and options for mutual gain
- Use post-sales measurement to share data with sales management
- Increase sales by understanding when and why buyers buy
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.
Sales training
manual.
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 training seminar. Sales
training manual.
