Consultative Sales Techniques

The Need - Satisfaction Buying Theory is the basis for “consultative selling.” Essentially, sellers adopt the philosophy that they are consultants to help potential customers solve a need or problem. The customer has a problem to be solved and the product/service has the potential benefits to solve the problem. This approach to selling is “customer centric.” The seller adds-value and is important to the buyer throughout the buying process.

This seminar will cover the techniques to succeed as a “consultative salesperson”. This approach works best when the buyer is making a decision on a product or service that will bring about change, is complex and/or is expensive. By the end of this seminar you will be able to demonstrate your ability to:

• establish rapport and create a consultative relationship

• help your client recognize their need

• match your product to their need

• help your client evaluate the options

• help your client come to a resolution

• overcome and remove clients obstacles to acquisition

• and finally, close the sale

Who should attend:

• Account Managers & Sales Representatives

• Business Developers

• Call Center Representatives

• Group Activity - Good & Bad

• Customer Buy Theory

• What Makes a Successful     Consultant/Salesperson

• Know how Your Product     Can Help

• Identifying Opportunities

• Structuring Your Approach

• Establishing Rapport

• Questioning for Needs

• Listening for Needs

• Selling Benefits Creates     Relationships

• Minimize the Negative     Impact of Change

• Dealing With Obstacles to     the Sale

• Asking for the Sale

• Servicing the Account

• Group Activity - Behavior     Modeling Session