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"A great refresher in the influencing and negotiating techniques that all great sales people use intuitively. We have been hammered by buyers that we are a commodity and start to believe it - great to get a refocused perspective." VP Sales, International Chemical Supplier Just yourself? Learn about our highly effective and rewarding One-on-one Consultative Sales Skills Coaching process. |
Consultative Sales Skills TrainingTraining in a Consultative Sales Approach to Establish a Partnering, Value Based Relationship with Clients |
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Delivery methods:
Learning objectives: at the conclusion of this consultative sales skills training course sales personnel will be able to use consultative sales techniques to:
Consultative
sales skills, strategy and knowledge of industry conditions are used
to solve customer problems and provide value based solutions. A consultative
sales approach process permits the sales person to partner with the
prospective customer / client with an emphasis on a benefit to gain
or a loss to avoid value proposition that they may not have considered.
Consultative skills techniques focus on enhancing the relationship by
leveraging the credibility gained by the supplier through knowledge
and performance. When the goal is to increase market share, a basic
principle and foundation of the consultative sales skills process 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 technique is to focus on
cost justifying the solution. Understanding what the prospect / client
perceives as value is an important element in knowing how to enhance
the value solution so the prospect cannot resist. All of the consultative
sales training workshops include ongoing coaching to re-enforce learned
consultative sales techniques, strategy and process. Use consultative
sales skills during the economic challenges of 2010 to gain market share
and be positioned for the future.
Click below to get a "taste": |
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