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Consultative Selling

Most sales organizations typically have a few top performers that consistently achieve a high level of success by their own skills, intuition and natural abilities. The remainder of the sales force is not so fortunate. They usually need additional guidance in order to develop the skills necessary to reach their true potential.

The success of any company rests ultimately with the ability of the sales organization to complement their strong product message with a compelling business case that demonstrates greater value and the potential return of that value to the client. As a result, successful selling requires much more than just a working knowledge of the products or services offered. It requires a thorough understanding of the buying and selling cycles, of the customer's motivation and potential influences, along with a clear understanding of the psychology of sales.

This Consultative Sales Fundamentals program has been designed specifically to address today's competitive selling environments where product strengths alone may not be enough. In addition, this program looks at ways your sales team can outperform your competition by carefully analyzing situations, developing and executing competitive sales strategies designed to increase control over buying criteria and move the sales situation forward in a favourable direction.

Finally, by understanding the fundamentals of consultative sales, the participants will understand how to build stronger lasting relationship with their clients.

Program topics covered:

  • Selling fundamentals,
  • Managing the sales cycles,
  • Prospecting and penetrating new accounts,
  • Territory management strategies,
  • Account management,
  • First contact strategies,
  • Client meeting strategies.

This program is custom-tailored to specific business environments.

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