The term consultative selling has been around for almost 40 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 their business problems. This requires the development of a very 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 the resistance that inevitably occurs when presenting ideas, products and services.
Videotape is used extensively in simulated selling situations as a way to practice the skills learned. “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 the connections and similarities between problem-solving and selling, and how to transform a sales call into a problem-solving opportunity.
Determine both the obvious and not so obvious needs of their clients.
Use state-of-the-art skills to determine needs, including questioning, listening, interpreting, 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.
Close the sale in a direct and professional way.
Apply facilitation techniques in selling situations.
Plan and follow-up sales calls in a professional manner.