Essential Consultative Selling Skills

15 North Front Street,Reading PA 19601

22 September, 2021

Description

This 6-hour workshop provides sales teams with skills, tools, & a framework to develop mutually beneficial solutions. Key focus areas include: Pre-call preparation & the “POP” model Minimizing the unknown via “Discovery” Communicating effectively in the complex sale: Active listening and common blocks Great questions vs. good questions Adapting to Customer styles Evaluating & engaging key decision makers via the “3 As” Demonstrating value over cost Managing the 3 dimensions of negotiations Employing the 7 Sales negotiation principles Satisfying customer needs over wants Maintaining a customer vs. product focus Establishing Customer relationships – Vender or Partner? Balancing dual roles: Representing your company to the customer Representing the customer to your company Boxed Lunch Included We believe SKILLS MATTER.  We are committed to delivering relevant, affordable Workforce Training and Development programs.