Diligent buyers know the key component of cost-effectiveness is value. And if buyers don't perceive value in your product or service, a low price means nothing. Through this innovative sales course, you will learn the principles of consultative selling. You'll learn to establish credibility, differentiate your product solution, motivate your customers to buy, and build lasting business relationships.
Learning Objectives »
- Build strategies based on value rather than price.
- Use tactical probing to analyze perceptions.
- Shorten sales cycles and increase opportunities.
- Recognize customer needs and adjust approach.
- Enhance listening skills to tailor every sale.
- Build brand loyalty.
- Discover how to follow up and follow through.
Course Agenda
Selling 101
- 5 A's of Selling
- Consultative Selling Process
- Ask Questions. Build Rapport
- Types of Questions
- Effective Listening
- Actively Demonstrate
- Address Objections
- Always Be Closing
Needs Analysis
- Principles of Needs Analysis
- Analyzing and Visualizing Questions
- Need Analysis Questions
- The Need Behind the Need
- Situation and Problem Questions
- Implication and Need-payoff Questions
- The Listening Staircase
- Diagnosing and Addressing the Pain
- Probing Questions
- Seizing the “Need”
- Upselling
- Summarizing
Follow Up, Follow Through
- Facts about Selling
- Developing Loyal Customers
- Staying on Top of the Need
- Follow Up Benefits
- Active Follow Up
