Consultative Sales Skills

The days of easy sales are over. In times of financial uncertainty, saturated markets, stiff competition and increasing globalization, sales teams need to develop new skills, new viewpoints and ultimately new goals in order to survive in today’s business world. Just “making the sale” is no longer enough in this new environment - companies must be able to create and establish long term relationships with existing and potential customers in order to secure sustainable profits.

Sales is a term that evokes differing emotions in people - in customers and sales representatives alike. Many think of sales in terms of a competitive transaction between two parties. If the sales representative wins, the customer buys the product. If the customer wins, he resists the pressure of the sales representative. Sales, in general, is viewed by many as an irritating, but necessary evil.

It can be different, however. It can be an exciting, challenging, mutually beneficial situation based on the idea of building a relationship of trust and understanding in order to learn what the needs and desires of the client are before even raising the idea of initiating a transaction. A sales representative who has been thoroughly trained in the art of consultative selling will be able to offer the client something he himself truly values, increasing the likelihood that he will come away with more than just a sale. In the end, he will establish a long-term relationship with his client that will lead to many future sales and satisfying transactions.

Participants will learn to:

Employ a value approach in building a successful customer partnership
Successfully sell long-term relationships instead of discounted pricing
Make use of interviewing skills to drive the sales process in lieu of pitching products
Understand how the needs of different buyer and behavior types impact the sales process
Differentiate product/service and company in a competitive selling environment
Identify the top ten (10) closing techniques, and know when and how to use them
Recognize opportunities to add value to client’s business
Offer creative solutions and options for mutual gain
Use post-sales measurement to share data with sales management
Increase sales by understanding when and why buyers buy
Become a superb listener

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