| TITLE |
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Consultative Selling
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| OVERVIEW |
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The Consultative Selling workshop enhances participants' ability to engage in highly productive sales conversations that build mutually beneficial client relationships. The workshop provides the concepts, skills, and strategies necessary to increase a salesperson's effectiveness before, during, and after client interactions.
To learn more about this program, CONTACT US.
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| OUTCOMES |
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Consultative Selling helps participants to more effectively:
Plan for each sales call
Communicate the company value proposition
Identify and explore client needs
Target solutions to satisfy client needs
Anticipate and manage client attitudes and concerns
Move clients to positive action
Ensure long-term client relationships
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| TIMING |
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1 ½ - 2 days, depending on client requirements
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| OUTLINE |
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Introduction
Understanding client readiness
Exploring the client relationship and client perspective
Communicating your company's value proposition
Conducting the Executive Conversation
Artful questioning
Aligning with executive needs
Uncovering overt needs
Uncovering covert needs
Presenting Value
Describing relevant features and values
Linking value to client's performance challenges
Value analysis
Competitive analyses
Moving the Client to Action
Determining the call objective
Reconfirming perceived value
Planning, structuring, and presenting the recommendation
Gaining commitment
Managing Challenging Situations
Doubt
Misunderstanding
Real objection
Complacency
Exploring Best Practices to Solidify the Relationship
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| ACTIVITIES |
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Situation Analyses
Role Plays
Team Exercises
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| MATERIALS |
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Participant Manual
Handouts
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