Participants learn the difference between the dominant product-centered approach to selling to one that is client-centered,
needs-based, and relationship oriented.
Objectives:
Participants will be able to:
Describe the difference between consultative selling and other more common approaches.
Utilize a basic framework to guide an effective sales dialogue to a specific close.
Apply the skills in person or overcome the inherent challenges of selling through the phone.
Follow a basic set of reliable steps toward more efficient pre-call planning and preparation.
Build customer/prospect receptivity through more skillful handling of the critical opening stage of a sales
call.
Build on a pattern of incremental
closing steps throughout the sales call and then follow specific steps in the actual closing phase to improve the close ratio.
