To be a truly effective salesperson, it is necessary to authentically connect with your clients and prospects. Salespeople must demonstrate credibility, create trust, help address recognised needs and uncover new ones, and provide solutions through the lens of a consultant, rather than a seller.
Consultative Selling Skills is a highly interactive program that combines presentation, discussion, self-reflection, and role-play exercises that are recorded and coached to help participants sharpen existing sales skills and discover new ways to engage and serve their clients. They’ll learn how to build trust-based relationships, uncover customer needs, address objections, and make recommendations for optimal solutions.
Participants’ ability to position themselves as a strategic partner and more effectively manage sales meetings will help them shorten the sales cycle and create stronger relationships with prospects and clients.
Clients and prospects don’t want to be sold to. They want to discuss their unique challenges and see how you can address them. In essence, they seek a consultant who can help them to resolve issues. This approach, which requires great listening skills, as well as the ability to ask probing questions, is effective because it helps to build a relationship.
Upon completion of this program, participants will have:
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