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Consultative Selling Skills  

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Consultative Selling Skills  seminar agenda print utility

dates/locations

For:

Sales Representatives and Sales Management

Cost:   

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Seminar Summary:

This intensive, hands-on, exercise driven program teaches skills that boost sales and profitability through an increased understanding and implementation of the need-satisfaction sales process. (see full course description)

 

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Training Course Syllabus:


Consultative Selling Skills Sales Seminar

Summary

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 one or 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.

 

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

Class Size: 6-15 (Please note that we can increase the class size for private seminars)

Length: 2 days  (most locations)

Time: 8:30 AM - 5:00 PM

Seminar Summary:

This intensive, hands-on, exercise driven program teaches skills that boost sales and profitability through an increased understanding and implementation of the need-satisfaction sales process. (see full course description)

 

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