Consultative Selling Skills

The dynamics of today’s marketplace demand salespeople who see the world from their customers’ point of view.  

Salespeople must effectively utilise the limited time they have with customers, shaping conversations that directly address customer needs and expectations to advance the selling process and shorten the cycle time to close business opportunities.

• Driving principles that high performers use to ensure a successful selling process
• A model of the sales process seen from the buyer’s point of view, linked with key skills at each stage
• Critical, practical skills and tools to open the sales call, advance the sales conversation, and conclude the call
• Techniques to create interest, handle objections, focus on client-specific business issues and benefits, present solutions, and close sales

Consultative Skills presents a way of selling that differs fundamentally from conventional methods.  The program stresses building a long-term relationship with the customer.  In this approach, developing trust and understanding with the customer is at least as important as getting the immediate order.

• New and experienced salespeople who need to improve their approach and interpersonal skills to conduct productive sales conversations in today’s highly competitive selling environment.
• Any salesperson who desires better results from their efforts.
• Salespeople who want to do better at creating interest, handling objections, advancing the sales process, presenting solutions, and closing deals.
• Any salesperson who wants to get better.  Whether you are new to sales or are a seasoned professional, you will hone skills you already have and develop some new ones.  As a result of attending this program, your confidence in your skills should increase and your capabilities expand.