The term consultative selling has been around for 25 years. Unfortunately, most people confuse needs driven selling with the consultative process. Consultative selling means the ability to work with clients or prospects to solve business problems. This requires the development of a truly strong relationship.
Truly consultative salespeople understand what is involved in transforming a sales call into a problem-solving opportunity. They understand how to listen for both ideas and perspectives as well as needs during the needs identification process. They understand the value of offering ideas in addition to products and services. They also apply problem-solving skills to manage resistance that inevitably occurs when ideas are presented.
Videotape is used extensively in simulated selling situations as a way to practice learned skills. “Sales calls” are conducted in role-play situations that are developed specifically for the course. Each case is customized to reflect a realistic situation.
Program Objectives
By the conclusion of the course, participants will be able to:
Understand connections and similarities between problem-solving and selling, and how to transform a sales call into a problem-solving opportunity
Determine both obvious and not-so-obvious client needsUse state-of-the-art skills to determine needs, including questioning, listening, understanding non-verbals and paraphrasing
Provide recommendations with benefits linked to specific client needs.
Present ideas in addition to products as answers to client needs
Resolve client objections with a straightforward, client-centered and problem-solving oriented approach
Apply facilitation techniques in selling situations
Plan and follow-up sales calls in a professional manner
The Baron Group 57 Wilton Road, Westport, CT 06880 Phone: 203 227-7907 Copyright TBG 2008