Consultative
Selling Skills - 1 to 3 Days
Many non-sales personnel have the opportunity to “sell” the
company’s products and services as part of a client consultation
process. This class is designed to help participants learn a process
for selling more services and improving customer satisfaction using
a consultative approach. Participants in this highly interactive
workshop will learn how to incorporate proven relationship-building
and sales techniques into their everyday customer/client consultations.
This includes:
- Identifying their current “selling” style
- Distinguishing between adversarial,
competing, collaborative and partnering
customer/client relationships
- Understanding the Selling and Influencing
Continuum
- Learning steps for building a trusting
client relationship
- Analyzing key selling variables such
as mindset, planning, behavior, motivation,
relationships, and time
- Learning a five-stage model for selling
- Practicing questioning techniques for
identifying client needs, building value,
and gaining commitment
- Learning how to get clients to “own” the
solutions your company offers
- Practicing a 4-step process for handling
client objections
- Practicing “closing” the
sale
