Fathom Corporate Training presents
 

Consultative Selling Skills On-Site Training

This intensive, hands on, exercise driven program teaches skills that boost sales and profitability through an increased understanding and implementation of the need-satisfaction sales process.

Course Description/Agenda

What is the number one complaint that customers voice about sales people?

It is that sales representatives simply don‘t take the time to listen. They "tell" and attempt to sell prematurely. Consultative Selling Skills means to: First, uncover and fully understand the goals, problems and needs of the customers. Then, and only then, offer options and recommend relevant solutions. This intensive, hands on, exercise driven program teaches skills that boost sales and profitability through an increased understanding and implementation of the need-satisfaction sales process. Participants learn how to concentrate their focus on each client‘s particular situation, needs, vision, and their internal staff who makes it possible to increase business. This workshop enables participants to determine how their company and product/service can provide meaningful value to a client—even in a highly competitive, saturated and commoditized market. The classroom exercises, through industry-specific role-plays, guarantee each attendees performance to be translated from the classroom to their real world client-driven environment.

Each participant is taken through a step-by-step sales technique critical to approaching customers with business solutions and expanding partnership capabilities. The role-plays, in conjunction with the feed back sessions, assure that each classroom participant has achieved has direct behavioral changes in their sales approach.

Objectives

Participants will learn to:

• Assess the current sales skills demonstrated by each participant in a benchmark
• Determine the individual behavioral style of customers and how to interact with each for maximum effect
• Understand buyer types and what factors motivate each
• Employ communication techniques to fully package a product/service unique differentiation and communicate with the client
• Take a value approach in building a successful customer partnership
• Sell long-term relationships rather than low bids
• Utilize interviewing skills to listen to clients instead of pitching products
• Employ the top closing techniques knowing when and how to use them

More Seminar Information

Fathom Corporate Training Delivery Method  On-Site Training