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Consultative Selling Skills Techniques

Consultative Selling Techniques That Establish a Sustainable, Value Based Relationship with Clients

1. Use a problem solver approach

2. Apply business acumen to create trust and become the "go to guy"

3. Use conversation and questioning skills to identify what is of value to them

4. Dollarize the value

5. Apply business relationship negotiating skills to satisfy everyone's needs

• Instructor led on-line training
• One-on-one coaching
• National / annual associate meeting topics with break out sessions
• Classroom instruction emphasizing technique practice with role-plays and case studies

• Use an educational marketing approach with prospects
• Craft an account specific consultative selling strategy
• Formulate communication strategies based on personality style tendencies
• Establish and maintain credibility to be considered a Trusted Advisor
• Use a unique Consultative Selling 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 selling influencing techniques to address the emotional "self-image" of decision making
• Apply consultative negotiating techniques to get results and maintain relationships
• Use a value focused proposal to help them fire the incumbent

Consultative selling skills techniques, strategy, and knowledge of industry conditions are used to solve customer problems and provide value based solutions. A consultative selling approach process permits the sales person to partner with the prospective customer / client with emphasis on a value solution 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 selling 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 technique in successful execution of the consultative selling approach is to focus on cost justifying the solution. Understanding what the prospect / client perceives as value is an important element in knowing how to position this value solution so the prospect cannot resist. All of our consultative selling technique training workshops include ongoing coaching to re-enforce learned consultative selling techniques, strategy, and process. Use consultative selling skills during the economic challenges to gain market share and be positioned for the future.

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