Consultative Selling

Individuals who have responsibility for building customer relationships, uncovering client needs and proposing solutions are among the most valuable to an organization.

Perhaps the most significant role within an organization is that of sales professional. Individuals who have responsibility for building customer relationships, uncovering client needs and proposing solutions are among the most valuable to an organization. The image these sales professionals project, as well as the way in which they engage customers and assist in solving problems, is often the only image customers have of your company. A salesforce that is able to create lasting relationships with customers is an advantage difficult for your competitor’s to recreate. This same salesforce is frequently responsible for incredible growth in revenue and market share.

Consider this program if you know:

• Company goals include entering new markets, increasing revenue and differentiating from competitors.
• Sales staff are new to their field and lack the confidence necessary to achieve high goals.
• Veteran sales professionals are looking for ways to hone their craft and bring even greater value to customers.
• Company statistics show that repeat sales are low or most sales are one-time events.
• Sales are made primarily on features and benefits of products and services.

Program Outcomes:

• Make a pre-call plan that enhances their sales opportunities and chance of advancing the sale.
• Establish and maintain rapport through style recognition and style flexing.
• Use questions to uncover core customer needs and business opportunities.
• Listen to check for customer buy in, concerns, objections and reactions.
• Present solutions whose features and benefits are tailored to customer-expressed needs.
• Handle common objections and concerns from customers.
• Recognize buying signals and create an appropriate close.