Fathom Corporate Training - Sales Management Training Programs

TRAINING PROGRAMS

Introduction

Sales Skills Workshop

Selling Brand Value

Internal Brand Training

Management Skills

Cultural Diversity

Negotiation Skills

Advanced Negotiation Skills

Presentation Skills

Media Crisis Skills

Customer Service Skills

Time Management Skills

Time Mgt for Sales

Assertive Communication Skills

Generations In The Workplace

Public Class Schedule

Keynotes

Webinars

Online Training Courses

Corporate Training and Training Programs

CONSULTATIVE SALES SKILLS WORKSHOP

[COURSE #1.1]

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

"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

Corporate Training, Training Programs, Business Consulting

With more than 20 years of experience in the management turnaround environment, Fathom Corporate Training works with clients who are facing critical challenges in management, sales, customer service and branding in commoditized markets. We can help you to increase employee satisfaction, lower your turnover, increase revenues and raise profit margins. Fathom Corporate Training’s customers include some of the world’s most successful firms and recognized brands. Fathom Corporate Training is based in Austin, Texas, with offices in Houston, New York City, Chicago, Denver, Detroit, Cleveland, Boston, Dallas, Phoenix, Philadelphia, Ft Lauderdale, Miami, Washington DC, San Antonio, Atlanta, San Diego, San Francisco, Los Angeles, Mexico City and Toronto. Find out more about what our clients are saying.

Business Consulting and Corporate Training