At the conclusion of this consultative sales skills course sales directors will be able to observe the sales team's behavior to:

• Emphasizingthe sameness while appreciating the differences in international markets.
• Formulate communication strategies based on behavior style tendencies.
• Establish and maintain trust and credibility.
• Use a unique Value Analysis diagnosing model to establish value.
• Use business acumen to quantify the measurable value in the solution.
• Lead the prospect to discover solutions to business issues.
• Identify the formal and informal decision making process.
• Earn the prospect's business using: product, price, process and people.
• Use a value focused proposal to help them fire the incumbent.

Consultative sales skills uses knowledge of industry conditions to solve customer problems and provide value based services. A consultative sales approach permits the sales director to partner with the prospective customer / client in a manner that offers a benefit to gain or a loss to avoid value proposition that they may not have considered. How to sell with consultative skills focuses on enhancing the relationship by leveraging the credibility gained by the supplier through knowledge and performance. A basic principle and foundation of consultative sales skills is to assume the incumbent has the inside track and a wedge must be driven between the prospect and the incumbent. The key element in successful execution of the consultative sales approach is the focus on cost justifying the value proposition. Understanding what the prospect / client perceives as value is an important element in knowing how to enhance this value proposition so the prospect cannot resist.