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CONSULTATIVE SALES SKILLS WORKSHOP
What is the number one complaint that customers voice about sales people? It is that sales representatives simply don’t take the time to listen. They "tell" and attempt to sell prematurely. Consultative selling means: To first uncover and fully understand the goals, problems and needs of the customer, then, and only then, offer options and recommend relevant solutions.
This intensive, hands-on, exercise driven program gives salespeople an understanding of the psychological steps that buyers go through in the purchase process. Using interactive role-plays, participants are walked through a step-by-step consultative sales model to more effectively meet a prospects needs. They learn to ask better questions and gather more useful information before trying to sell prematurely. Participants learn how to concentrate their focus on each client’s particular situation, challenges, and vision to partner and increase business. This workshop enables participants to determine how their company and product/service can provide meaningful value to a client—even in a highly competitive, saturated and commoditized market.
The role-plays, in conjunction with the feed back sessions, assure that each classroom participant has achieved direct behavioral changes in their sales approach.
Objectives
Participants will learn to:
- Assess their current selling skills demonstrated in a sales benchmark
- Determine the individual behavioral style of customers and how to best interact with each
- Utilize interviewing skills to listen instead of pitching products
- Break the ice during difficult sales calls
- Use a consultative approach in every sale
- Create and use proof stories to sell
- Understand buyer types and what factors motivate each
- Use a 5 step model that mirrors the steps buyers go through before purchasing
- Employ techniques to fully package company/product/service unique differentiation and communicate effectively with a prospect
- Overcome the 5 major objections to purchasing
- Sell long-term relationships rather than low bids
- Employ the top closing techniques, knowing when and how to use each
"With our B2B model, the team at SGE constantly negotiates with our current and prospective partners. All of my team felt the workshop went well and only wished they had taken this class several years ago." View Full Letter (PDF)
Sincerely,
F. Anthony Audino Jr.
VP Sales/GM Americas
SGE Analytical Science
"The most useful sales management training Texas firms can employ!"
"Medical device sales training our industry needs today."
Class Size: Up to 16
Length: 2 days
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