Consultative Skills: For Customer-Driven Sales Conversations
Business Challenge
The dynamics of today's marketplace demand salespeople who see the world from their customers' point of view. Salespeople must effectively utilize the limited time they have with customers, shaping conversations that directly address customer needs and expectations to advance the selling process and shorten the cycle time to close business opportunities.
Consultative Skills: For Customer-Driven Sales Conversations
The Consultative Skills: For Customer-Driven Sales Conversations course (Consultative Skills) develops critical attitudes, skills, and practices for interacting with customers. The course is based on research on the best practices that distinguish high-performing salespeople. Proven techniques help participants intentionally shape their approach and actions to the customer's values and buying process.
Key Content
Key content of Consultative Skills includes:
- Driving principles that high performers use to ensure a successful selling process
- A model of the sales process seen from the buyers point of view, linked with key skills at each stage
- Critical, practical skills and tools to open the sales call, advance the sales conversation, and conclude the call
- Techniques to create interest, handle objections, focus on client-specific business issues and benefits, present solutions, and close sales
Target Audience
Consultative Skills is for new and experienced salespeople who need to improve their approach and interpersonal skills to conduct productive sales conversations in todays highly competitive selling environment.
Outcomes
By participating in Consultative Skills, participants will be able to:
- Develop customer-focused attitudes and beliefs
- Handle buyer objections
- Move sales situations forward
- Learn and apply advanced questioning skills
- Translate product features into client-specific benefits
- Prepare and deliver tailored sales presentations
- Develop targeted account plans
Delivery Options
Classroom: 2 to 2.5 days.
Web-Based: 10 to 14 hours.
Standard Blended Options: Each of the activities listed below has been developed to complement the web-based content in blended solutions.
-Online Facilitation: An online facilitator guides the learning experience, facilitates synchronous and asynchronous discussions, answers content questions, and provides feedback on course assignments.
-Virtual Role-Plays: Learners practice critical new skills through role-plays conducted virtually.
-Classroom Skills Practice: Learners participate in thought-provoking discussions and practice new skills with other learners in a facilitated classroom session.
Custom Blend: Learning experience customized by Forum to meet your unique needs.
For More Information
Please call 1-800-FORUM-11 or visit us at www.forum.com.
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