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 |
Baker Communications Seminars