Consultative Selling Skills Many people today confuse needs driven selling with the consultative process. True consultative salespeople understand what is involved in transforming a sales call into a problem-solving opportunity.
Consultative Selling Skills teaches salespeople how to make this transformation consistently. They learn how to listen for ideas and perspectives as well as needs during the needs identification process. They learn the value of offering ideas in addition to products and services. They also learn how to apply problem-solving skills in managing the inevitable resistance that occurs when presenting ideas.
This sales training program includes extensive use of videotape in simulated selling situations as a way to practice the skills learned.
With videotaped practice, the likelihood of skill acquisition and behavior modification increases dramatically.
Course Objectives At the conclusion of this two day course participants will be able to:
Understand the connections and similarities between problem solving and selling in order to transform the 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 such as drawing out, questioning, listening, understanding non-verbals and paraphrasing;
Present ideas in addition to products as answers to client needs;
Resolve client objections in a straight forward, client centered and problem solving oriented way;
Apply facilitation techniques in selling situations;
Plan and follow-up their sales call in a professional manner.
Who Should Attend
Sales professionals and anyone involved in the sales cycle.
Program Cost
The two-day program is $1,400 per person and includes breakfast, lunch, course materials, tools and a copy of Eric Baron's first book, SellingIsaTeamSport.
Day one: 9:00 AM - 5:30 PM Day two: 9:00 AM - 4:00 PM
2010 Program Dates February 4 & 5 May 20 & 21 September 30 and October 1
Coaching for Improved Sales Performance
Our dual focus is on the roles of both the salesperson as a problem solving resource to his or her customers, and the sales manager as coach. Our experience has shown that the sales manager plays a critical and highly leveraged role as coach in helping assure sustained behavior change and improved performance.
Coaching For Improved Sales Performance is a highly interactive two-day program that teaches participants a specific approach to coaching, how to collect the information needed prior to conducting a coaching session, and how to plan for coaching sessions. Then they learn a coaching cycle and the skills required to make it work.
Course Objectives At the conclusion of this two day course participants will be able to:
Observe their salespeople in selling situations with an increased understanding of what to look for and how to capture key points.
Effectively plan for a coaching session.
Position the coaching session and put the salesperson at ease.
Give feedback to a salesperson in a balanced, helpful way.
Reach agreement with a salesperson about needed improvements.
Offer a salesperson some ideas about how to be more effective.
Manage the resistance salespeople demonstrate when a manager suggests changing or modifying their approach.
Reach closure by getting the salesperson to commit to action.
Investigate ways to make more effective joint sales calls.
Who Should Attend
Anyone in a sales management position.
Our experience has shown that the sales manager plays a critical and highly leveraged role as coach in helping assure sustained behavior change and improved performance.
Session Fee
The two-day program is $1,500* per person and includes breakfast, lunch, course materials, tools and a copy of Eric Baron's first book, Selling Is a Team Sport.
Day one: 9:00 AM - 5:30 PM Day two: 9:00 AM - 4:00 PM
2010 Program Dates March 25 & 26 July 29 & 30 December 2 & 3
*We offer a 10% professional discount if two or more from your company attends.
Class size is limited to 12. Please call Francine at 203-227-7907 or email info@barongroup.com to register or for additional information on any aspect of the program.
These programs include extensive use of videotape in simulated situations as a way to practice the skills learned. With video taped practice, the likelihood of skill acquisition and behavior modification increases dramatically.