CATEGORY:  SALES & MARKETING

Consultative Selling

Every day, every where, customers are buying products and services from the sales professional who most understands them and their problems and needs. Those sales professionals will likely have a consultative approach to build true customer understanding.

Who should attend

Sales Engineers and sales people in manufacturing, distribution or services industries where the sale involves a technical solution. Attendees may also be technical people who need to understand sales as a process.

What will I learn

How to engage in a discussion with prospects and customers around the challenges, issues and problems To enhance your selling skills and style with a stronger preparation planning and questioning skill that build a deeper understanding of selling and the execution of a sales process to achieve success.

Workshop content

• Sector and Territory management
• Define the problems associated with industry sectors
• Match problems with solution
• Develop an opening strategy
• Explore the issues and lay basis for the call
• Gather information on the target customer
• Understanding the roles within the target company
• Gain acceptance of your approach
• Getting the right answer to your questions
• Check for understanding
• Develop the need behind the need
• Confirm we have the answer to the need
• Facilitate the sign off
• How to handle lack of interest
• Handling objections, scepticism and misunderstanding

Productivity Improvement

After this course you will be able to:

• Use the new skills to display a strategic dimension to your planning and preparation
• Have a deeper appreciation and ability to execute questioning that uncovers the real needs and needs behind the need.
• Those that have been in more transactional environment will gain a deeper understanding of the selling process and learn new skills that will make them a more effective salesperson.