CONSULTATIVE SALES SKILLS FOR SALES ADVISORS (SALES PERFORMANCE IMPROVEMENT)
Understand a customer’s
There is more to selling than features and benefits. Consultative salespeople seek to understand a customer’s unique situation through strategic questions. They then make strong recommendations and provide knowledgeable advice. This takes more than a script. Today’s best salespeople add value to each transaction by employing a consultative methodology that adds transparency and trust. In this class we learn these skills and practice them, a lot.
At the end of this workshop, your sales team will have an enhanced and invigorated sales strategy. You will also have tools and resources customized to your environment.
A review of your existing sales strategy, tactics, collateral, training, and systems
An introduction to our Consultative Sales Methodology
The customization of sales support materials introducing the new strategy and tactics
Review pre-workshop phone shop evaluation (if applicable)
Consultative Sales Skills
Understanding “Outcome Orientation”
Leading the conversation through strategic questions
Rapport building exercises
Role Play and situation practice
Access to trainers for feedback and process creation
Post workshop secret shopper and evaluation
Additional onsite days if desired
Contact us to discuss a customized workshop for your team!
Workshops attendees will receive call guides, word tracks, email and voicemail templates as well as our Consultative Sales Skills workbook.