Selling is not limited to the interaction between a salesperson and a client. It is also a critical skill set that is used every day within organizations. Whether a staff person is selling an idea to a line manager, or an operations person is interacting with the front office, skills such as relationship building, questioning, listening, presenting, gaining commitment and addressing resistance are at play.
This program is designed to help individuals internally sell themselves, their services and their ideas. It will also help improve the quality of interactions between internal people who need to collaborate on behalf of external customers.
Internal consultative selling means the ability to work with internal clients to solve business problems. This requires the development of a very strong relationship. True internal consultative salespeople understand what is involved in transforming an interaction into a problem solving opportunity. They understand how to listen for ideas and perspectives as well as needs during the needs identification process and they know how to apply problem solving skills t manage the inevitable resistance that occurs when presenting ideas.
Videotape is used extensively in simulated internal selling situations as a way to practice the skills learned. Internal “sales calls” are conducted in role-play situations that are developed specifically for the course and customized to reflect realistic situations.
By the conclusion of the course, the participants will be able to:
Apply a consultative sales model to their internal role
Use problem solving skills to work effectively with team members and leverage capabilities organizational
Develop trust, credibility and build strong internal relationships
Use questioning and listening skills to understand the needs and perspectives of internal colleagues