Consultative Selling
Consultative Selling
01.
Generating leads or closing sales?
Retaining customer loyalty?
Scaling sales operations and strategies?
Periodic cash flow problems?
Managing your sales professionals effectively?
Automating and streamlining sales processes?
The days of the ‘hard sell’, with its over-hyped promises and pressuring of buyers to accept an offer, are over. Today, consultative selling demands far greater levels of research, rapport-building and strategic communication from sales professionals.
Yet regardless of the approach, every journey to a sale contains risks and moments of no return. And even veteran salespeople can miss these turning points, jeopardizing the chances of closing – or even damaging the credibility of their product or service.
Yet regardless of the approach, every journey to a sale contains risks and moments of no return. And even veteran salespeople can miss these turning points, jeopardizing the chances of closing – or even damaging the credibility of their product or service.
Capitalizing on such moments takes meticulous research to pre-analyze a buyer’s priorities, decode his or her interest level accurately, and ask the strategic questions to build trust and overcome objections with authority.The Consultative Selling Workshop covers these competencies in-depth over five modules, through an interactive, learn-by-doing methodology, covering the sales process A-Z.
This includes multiple case studies, self-assessments and role-plays, as well as back-at-work exercises to apply new knowledge. There is also ample opportunity for Q&A and personalized feedback to further deepen selling skills.
This Workshop is for both experienced and new sales professionals, and will also greatly benefit entrepreneurs and consultants.
· The trust- and rapport-building strategies that today’s buyers respond to most
· How to identify and address pain points with accuracy and confidence
· How to position a product or service as offering outstanding value
· How to close the gaps that hold back consistent cash flow from sales
· Advanced communication and people management skills for greater alignment and performance of sales teams
· How to optimize sales processes in light of new tech-driven trends
Philosophy & Benefits The first module presents the power of consultative selling and its benefits, and the reasons for choosing this approach over traditional sales techniques.
Participants learn the techniques to identify a potential buyer’s true concerns more accurately, utilizing tools such as active listening and posing open-ended questions to gather critical
information.
This module covers how to integrate authenticity and transparency into sales presentations, to build greater trust and rapport with a potential buyer, leading to a close that’s both confident and assured.
Here, participants learn how to tailor pitches and presentations to a buyer’s specific priorities, while showcasing their product/service’s value with confidence and authority.
In the final module, participants learn the effective strategies to overcome a range of objections from buyers, as well as how to build a sense of urgency and drive to a successful close.
