Maximizing Sales through Consultative Selling

Effective sales people recognize that customers buy for a variety of reasons. This customized interactive workshop offers a consultative approach to sales using the conceptual selling process. Participants learn how to determine customer needs using probing open-ended questions. Building trust with customers provides an easy entree to the sales process - thereby avoiding the stigma of "pushy" or "artificial" selling. The importance of picking up on cues and cross-selling is also covered.

Customized case studies are aligned with the organization's products and services.

Topics Covered:

Conceptual Selling Process
Using Open-Ended Questions to Probe
Emphasizing Benefits Instead of Features
Link Between Benefits and Need Satisfaction Selling
Learning to Pick Up on Customer Cues- Cross-Selling Strategies
Techniques for Cold Calling
Dealing with Objections
Strategies for Dealing with Different Customer Styles

Length

Half Day or Full Day

Audience

Employees and Sales Managers

Methodology

Group Discussions, Exercises, Lecturettes, and Workbook

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Learning Dynamics creates training programs to: enhance Human Resources, Compliance, Business Skills, Leadership, Sales and Service, Programs for Banks, Compliance, Diversity, Business Ethics, Workplace Violence Prevention, Writing for Business, Managing Stress and Projects, Art of Verbal Communication, Improving Employee Performance, Coaching for Results, Demonstrating Emotional Intelligence, Enhancing Business, and Development Skills.