Consultative Selling

This multi-day workshop provides sales managers, sales professional and sales support staff with specific information, techniques and strategies for identifying and qualifying prospects, increasing sales and developing valued relationships with customers.

The workshop will explore the challenges of Consultative Selling, a customer-centric approach that thoroughly shatters the stereotypical hard-sell approach of the “used car salesman.” We will help your sales professionals to become excellent problem solvers, great listeners, and “value-added” consultants who will help your prospects to intelligently purchase your products and/or services. This workshop explores the philosophy of consultative selling – and how to do it better than your competitors.

A variety of sales challenges will be explored, including:

  • Opening the Face-to-Face Meeting
  • Probing Strategy: Surfacing Priorities
  • Closing and Expanding the Sale

Participants will learn to:

  • Recognize problems within the prospective customer’s personal life or business organization
  • Develop needs with the prospective customer, not simply uncover them
  • Provide solutions to their problems, not simply describe benefits of a product or service
  • Communicate solutions in a format that the prospective customer understands

Three additional modules, Art of Effective Networking, Selling Against the Competition and Cold Calling are also available.

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