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Consultative Selling Skills Training

Training to use a Consultative Selling Approach to Establish a Partnering, Value Based Relationship with Clients

1. Use Personal Behavioral Styles (DISC) to self-assess, read others, and adapt to their communication and motivational needs

2. 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 lead 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 social networking to gain prospects and referrals
• 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 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 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 selling skills, 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 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 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 element in successful execution of the consultative selling 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 selling training workshops include ongoing coaching to re-enforce learned consultative selling techniques, strategy and process. Use consultative selling skills during the economic challenges of 2009 to gain market share and be positioned for the future.

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