Consultative Selling that Counts

Workshop Overview

Given the choice, customers and potential customers prefer to deal with people they know, like and trust. This fun, interactive program places a strong emphasis upon the importance of building a relationship with the client before discovering the client’s needs and providing solutions. After understanding the importance of the relationship, you will be introduced to a sales model that will form the backbone of the workshop. The bulk of the session will include practicing the aspects of the model including how to deal with customer objections and how to close the sale.

Who Should Attend

This program is designed for people who have the responsibility of selling the company’s products and services and of building profitable relationships. This will include Sales Representatives, Customer Service Representatives, Senior Management and Middle Management.

What You will Learn

Participants will:

• Understand the significance that sales play in their organization’s success.
• Determine what the company sales goals are, where they are today, where they need to be and by when.
• Define relationship selling: make a friend, make a customer.
• Describe the characteristics of effective sales people.
• Understand an ideal Sales Model.
• Practice using the Sales Model in realistic situations.
• Plan the use of the Sales Model in the workplace.
  

After the Workshop, You'll Be Able To:

• Effectively build relationships with your clients and sell them exactly what they need.
• Demonstrate confidence in using the ‘Sales Model’.
  
  

Other Features

This enjoyable, valuable, interactive seminar is facilitated using large and small group exercises, fun activities, skills practices, and individual work.

Given the significant emphasis on skills practice in this program, class size is limited to a maximum of twelve participants.

Contact Us

If you have a question or would like to talk with us about your training project, please contact us.