Consultative Selling Skills

Developing Problems Into Needs

Successful sales professionals understand the importance of selling to customers’ needs. But the top professionals understand how to actually create and develop needs before presenting solutions. This program teaches the process of developing problems into needs that can be satisfied by closing the sale.

Building Value

Every sales professional faces price concerns. This program considers price from the perspective of value. Our sales training teaches skills that position the sales professional to increase the perceived value of their product rather than lower the price.

Winning Questions

Once of the most important skills in professional sales is probing. This program covers the basic techniques of open and close-ended questions, as well as, the more advanced techniques of the reflective and directive questions.

Targeting The Needs

Understanding customer needs is critical to successful selling. This program focuses on identifying needs and directing benefits to meet the customer’s applications.

The Power Of Needs Based Selling

Selling to customer’s needs is true consultative selling. This program covers skills which create the foundation for needs-based selling that many experienced sales professionals do not understand.

Strategic Questioning

Senior sales people understand how to use questions. This program goes far beyond the basics of how to structure questions. What questions to ask and when to ask them is covered.

The Relationship Contract

Gaining commitment from prospects is what selling is all about. This program teaches the process of gaining commitment during the sales cycle.