Consultative Selling Virtual Training Track
The Consultative Approach virtual track provides the strategies, skills and approaches that will help sales professionals develop more effective pursuit strategies in order to consistently develop new business, focus more heavily on opportunities that are high-value and high-probability, ensure strong pipelines, attain new logos, effectively manage customer resistance, and differentiate your organization in today’s crowded marketplace.
The Consultative Selling Virtual Training Track includes:
- Influencing Customer Perception and Behavior throughout the entire Buying Process
- Preparing and Opening Virtual Meetings that Set the Tone and Direction for the Customer Relationship
- Qualifying Opportunities While Strengthening Relationships at all Levels of a Customer Organization
- Managing Resistance in Ways that Build Momentum Toward Closing the Sale
Targeted Audience:
Sales professionals, consultants, and managers responsible for business development, account management, and development of long-term customer relationships.
The Learning Process:
The Consultative Approach Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.
All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.
Performance Objectives:
Participants will be able to:
- take a principles-based approach to all customer interactions
- influence customer perception and behavior throughout the entire Buying Process
- build “real” long-term relationships with customers to accelerate new and ongoing opportunities
- gain access at multiple levels within an organization to shorten the sales cycle and influence customer buying behavior
- leverage the consultative approach to powerfully diagnose customer goals, problems and needs before prescribing solutions
- fully qualify opportunities to determine probability and potential
- optimize the investment of time and resources
- make strong recommendations that guide the customer dialogue
- present solutions that are linked to customers’ goals, problems, and needs
- manage resistance in ways that gain customer acceptance and advance the buying process