One of the most common mistakes that ineffective sales persons make is trying to sell something to a customer before he or she knows what the customer wants to purchase. This approach often sets up a confrontational tug of war in which the sales rep keeps pushing products and the customer keeps backing away. This is a recipe for disaster; at the very least, it is a prescription for a low closing rate. Fortunately, there is a better way. Our one day Consultative Sales Skills Training Workshop is your ticket to consistently higher closing rates, higher margins and long-term, very satisfied customers.
During this highly interactive, hands on sales training course, our experienced professional sales trainers will lead you through a challenging array of concepts and activities to help you quickly gain a clear understanding of your customer's needs, interests, problems and issues. The skills you will learn during the workshop will enable you to understand what the customer 'does and does not' want to buy, so that you can structure a proposal that will give them what they want, rather than trying to sell them what you want. This enables better positioning for your products and services.
Objectives:
- Take advantage of the importance of a value approach in building a successful customer relationship.
- Demonstrate the face-to-face Relationship Selling process.
- Differentiate your product/service and your company from your competition.
- Utilize questioning skills to listen to clients and identify their needs, instead of just pitching your products.
- Identify and understand different buyer types and behaviors, so the sales process moves along more smoothly.
- Sell long-term relationships rather than low bids.
- Offer new opportunities that add value to your client’s business needs.
- Employ the top successful closing techniques, and know when and how to use them.
- Use post-sales measurements to share data with sales management.
- Offer creative solutions and options for mutual gain.
- Practice the skills to identify when and why buyers buy to be able to increase sales.
