Consultative Selling Skills

Skill Development for Professional Sales Consultants

“I have already been told by many that it was the most powerful and helpful sales training they have EVER received.  It was dynamic, easy to follow and very applicable to our business.  Most importantly, you took the time to understand our business and tailor this training to our unique challenges.  I can’t say enough about how well you did Steve, thanks for sharing your expertise.”
Joel Korte, Division Manager, Brickman Group

Selling Value and Improving Profitability

Are you satisfied with your close ratio, profitability and the length of your sales cycle? Are your sales consultants skilled at calling on, and consulting to, executives? Are they skilled at collecting information about all your clients’ challenges and building solid business cases for your solutions? Consultatively selling a customized service is much different from selling a commodity. In order to deliver a complex customized solution with flawless execution, your salespeople must possess exceptional consulting and communication skills.

Identify, Qualify & Win

Can your sales consultants quickly shepherd new opportunities all through the stages from identified to qualified to new business? Are you satisfied with your percentage of repeat customers? To succeed in today’s business world, organizations have to deliver more than just solutions. They have to deliver business results. This process will teach your sales consultants how to understand, sell and manage those results at every engagement.

This training will also teach them how to:

  • Better qualify and accurately scope new opportunities
  • Improve forecasting accuracy
  • Calculate return on investment for every sale
  • Eliminate price resistance
  • Better understand and work the decision-making process
  • Set realistic time, people and money expectations for every project
  • Work seamlessly with your delivery organization

Selling Services and Delivering Customized Solutions 

To succeed, sales consultants must help their clients succeed first. Consultative Selling Skills is a complete and comprehensive program that provides sales consultants with the strategies and skills they need to be successful. This program is not a lecture. It is customized and facilitated with interaction, exercises and real world examples.

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