CONSULTATIVE SELLING TRAINING PROGRAM LEARNING OBJECTIVES

The Consultative Selling skills training program improves your team’s performance by training sales professionals to:

  • Define consultative sells and explain why it is crucial to creating value and winning business
  • Apply the Consultative Selling Framework to engage buyers in a customer-focused dialogue to develop relationships and increase sales results
  • Identify the Six Critical Skills that allow sellers to leverage their strengths to create a dialogue that fosters the trust needed to surface needs, communicate in a compelling way, and close business
  • Understand the science of Cognitive Dissonance and how customer objections arise and apply a model to defuse defensiveness to resolve resistance
  • Build awareness of their current approach to better understand their strengths and weaknesses and improve selling strategies and skills
  • Apply guidelines for giving and receiving feedback to ensure the ongoing development

CONSULTATIVE SELLING TRAINING PROGRAM BUSINESS BENEFITS

Upon completing the Consultative Selling skills training program, your sales team will experience the following business benefits:

  • Drive increased revenue by improving close ratios for new customers and expanding business with existing ones
  • Create a competitive advantage by building a sales culture that is tightly aligned to market needs
  • Create new and larger opportunities by surfacing unrecognized needs
  • Shorten sales cycle length by driving momentum and building buyer confidence to commit

PROGRAM DELIVERY

The Consultative Selling training program is highly customized to any level, from new to experienced sales professionals, sales management, business development, and executive management.