Consultative Selling Skills License & Train the Trainer Seminar

Course Outline:
This comprehensive sales training class is the gold standard in the world of consultative sales. Perhaps you have noticed that selling success is getting harder to achieve these days. The competition is tougher, and the pace is faster. You must do better than just offering a great product and delivering a slick presentation on features and functions. These days, selling isn’t about convincing the customer to buy your product. Instead, you must learn to function as an expert consultant who has the skills and patience to first identify what the customer really needs and wants, and then help him obtain it.

Our Consultative Selling Skills course will help you turn great sales reps into outstanding sales consultants. Using a fast-paced, multi-faceted sales training approach that combines short lectures, interactive small groups, role-play, and personal coaching, this course will provide your sales staff with plenty of hands-on practice to help them gain confidence and proficiency in the consultative approach to selling. They will learn about the psychology of selling, listening and interviewing skills, and a way to basically let the customer direct the close and be excited to do it. As they learn to understand what the customer truly needs, your sales team will also discover techniques for delivering to the customer something he will truly value. Instead of just being a walking brochure, your sales team will become trusted friends building business relationships that can last a long time.

Seminar Objectives:
Participants in the Consultative Selling Skills course will learn to:

• Take advantage of the importance of a value approach in building a successful customer partnership
• Demonstrate the face-to-face Relationship Selling process
• Sell long-term relationships rather than low bids
• Utilize interviewing skills to listen to clients instead of pitching products
• Work with the needs of different types of buyers in order to offer something each one recognizes as valuable to him or her
• Understand how to differentiate product/service and company in a competitive selling environment
• The top 10 closing techniques and when and how to use them
• Recognize opportunities to add value to client’s business
• Offer creative solutions and options that please the customer and boost your profit
• Use post-sales measurement to share data with sales management
• Comprehend when and why buyers buy to be able to increase sales

Contact us and let us explain how to obtain a license to offer a full-featured version of this course to your staff on a year-round basis!

Other Sales Training courses include Value-Added Selling Skills, Win-Win Negotiations for Sales, and Introduction to Selling. Contact us for a complete list of Sales Training courses.