At the conclusion of this consultative sales skills training course sales personnel will be able to use consultative sales techniques to:

• Craft an account specific consultative sales strategy
• Formulate communication strategies based on personality style tendencies
• Establish and maintain credibility to be considered a Trusted Advisor
• Use a unique Value Analysis diagnosing model to establish value
• Use business acumen to quantify the measurable value in the solution
• Know how to identify the "gap" in the performance of the current suppliers
• Use consultative sales influencing techniques so the customer gains a benefit or avoids a loss
• Apply win-win negotiating techniques to get results and maintain relationships
• Use a value focused proposal to help them fire the incumbent

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 in a manner with 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 this 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 2009 to gain market share and be positioned for the future.