Winning Customers: Interpersonal Selling Skills

Finding and targeting the right prospects is only half the battle of an effective sales force. Winning customers over once you've found them is often just as challenging. To do so requires an intentional focus on the customers' needs---consulting with customers rather than strictly selling to them in order to help solve their problems.

That's why Forum's learning solutions for increasing sales force effectiveness so often include our research-based content on consultative selling, presentation skills and sales negotiations.

Consultative selling moves the salesperson's focus from the product or service being offered to the needs of the buyer. Instead of product features and benefits, the salesperson's emphasis is on the client and his or her goals. When done well, consultative selling entirely rewrites the sales call - from preparation to presentation, to negotiations and follow-up.

Consultative Skills: For Customer-Driven Sales Conversations

Presentation Skills: Gaining Customer Commitment

Sales Negotiations