Consultative Selling Skills Training Workshop 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. However, there is a better way.

Our two-day Consultative Selling Skills class is your ticket to consistently higher closing rates, higher margins and long-term, very satisfied customers. During this highly interactive, hands on sales training workshop, 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 class 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 him what he wants, rather than trying to sell him what you want.

All participants attending this workshop will receive 50 free leads.

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

Objectives:

Participants will learn to:

Take advantage of the importance of a value approach in building a successful customer partnership 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 products Identify and understand different buyer types and behaviors, so the sales process moves along more quickly Differentiate your product/service and your company from your competition in today’s highly competitive selling environment Employ the top 10 closing techniques, and know when and how to use them Offer new opportunities that add value to your client’s business Offer creative solutions and options for mutual gain Use post-sales measurements to share data with sales management Comprehend when and why buyers buy to be able to increase sales