Consultative
Selling Skills

You may need this program if...

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.