Selling today's professional services, high-tech products and intangibles, which usually involves closing high-value transactions with multiple decision-makers, requires more than the traditional selling skills. In fact, traditional selling skills may work against the sale! Customers expect more from their sales professionals - they have to understand their customer's business, objectives, and needs. They need sales professionals to help solve the problems, rather than simply sell a product or service.
Sales professionals who complete this program acquire and strengthen the skills they need to move from simple to complex selling transactions. They adopt consultative roles, developing an in-depth understanding of their clients' business issues and needs through the use of strategic questioning skills. Instead of presenting features as responses to objections, they will present benefits as solutions
2 1/2 Days
Your sales professionals will win more sales with higher-value sales and develop stronger client relationships. This will lead to more repeat sales and higher sales team productivity. More.specifically, this course enables them to:
In this program, participants actually experience and apply the concepts and practices of three-phase consultative selling to their own job situations. These activities include: