CONSULTATIVE SELLING
So many businesses today face long and complicated sales cycles where it is
necessary to deal with more than one buyer. Frequently, this requires a
different type of sales approach, known as consultative or ‘partnership’ selling.
This 1 or 2-day workshop will show your sales and marketing people how to sell
consultatively and how to create customers and clients who are partners to your
organization rather than mere buyers. It focuses on how to build long term
relationships, repeat business and valuable referrals to new customers which
will cut down the money and resources you need to develop new business.
The program covers the following areas:
• Definition of consultative selling
• How it differs from other sorts of sales activities
• How to become consultative
• Dealing with different buying influences
• Behavioral and psychological aspects of consultative selling
• Taking your customer’s market apart
• Working the sales cycle
• Dealing with hidden agendas and objections
• Building partnerships
• Managing buyer relationships
The 2-day workshop also includes modules on proposal writing and
presentation skills.
So many businesses today face long and complicated sales cycles where it is
necessary to deal with more than one buyer. Frequently, this requires a
different type of sales approach, known as consultative or ‘partnership’ selling.
This 1 or 2-day workshop will show your sales and marketing people how to sell
consultatively and how to create customers and clients who are partners to your
organization rather than mere buyers. It focuses on how to build long term
relationships, repeat business and valuable referrals to new customers which
will cut down the money and resources you need to develop new business.
The program covers the following areas:
• Definition of consultative selling
• How it differs from other sorts of sales activities
• How to become consultative
• Dealing with different buying influences
• Behavioral and psychological aspects of consultative selling
• Taking your customer’s market apart
• Working the sales cycle
• Dealing with hidden agendas and objections
• Building partnerships
• Managing buyer relationships
The 2-day workshop also includes modules on proposal writing and
presentation skills.
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COMMUNICATIONS TRAINING AND CONSULTING FOR
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BUSINESS, EDUCATION AND NON PROFIT
ASC Training & Consulting
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