Consultative Selling
| Overview |
| Consultative selling addresses
the sales situation in a diagnostic or solution
selling mode. It is the method of cooperating
or collaborating with the customer to solve
their business needs and problems with your
solutions. Because it avoids old-fashioned
manipulative sales techniques and strategies,
consultative selling is particularly well
suited to a business-to-business, technology
sales environment that involves multiple decision
makers and complex decision criteria. |
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Consultative Selling Workshop
Workshop Summary: Mr. Carroll conducts
discussions with company sales and management personnel
in advance of the workshop in order to understand customers,
issues and opportunities. The Mentor consultative selling
system is combined with custom strategies and actions.
The workshop is built on selling solutions based on
that information and includes considerable interaction
with salespeople and managers for their input. A follow
up plan of implementation is agreed upon and put into
action.
Topics:
- Understanding different "technology buyers"
- Analyzing and tracking people
- Key customer issues, problems, and pain for technology
companies
- Qualification for "go/no go" decisions
- Probing for critical information, issues, implications,
and value
- Understanding and meeting customer decision criteria
- Cost/value justification models
- Key USP’s (Unique Selling Propositions) or
differentiators
- The power of case histories and success stories
- Value proposition models for sales communication
and persuasion
- Sales manager implementation coaching and strategies
Participants: Field sales, inside sales,
sales management, marketing (optional), company management
(optional)
Objectives: Understand customers, customer
needs and pain, solutions, and best methods of probing
and communicating with customers.
Deliverables: A sample account write-up
on each topic and an implementation plan agreed to by
participants.
Time: 4 or 6 hours
Two Day Consultative Selling
Seminar
Seminar Summary: A significantly expanded
version of the workshop with additional topics and a
single account write up by each participant. This seminar
teaches the Mentor consultative selling system in depth
via instructor led training, group discussions, and
exercises. It covers all of the subjects mentioned in
the workshop incorporating much more in depth practice
as well as detailed aspects of sales process management.
Participants: Field sales, inside sales,
sales management, marketing (optional), company management
(optional)
Objectives: Learn and adopt a complete,
synergistic system in consultative selling, management,
and development
Deliverables: Written sales strategy
and action plan for one account by each sales participant
Time: 2 days
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Optimize sales in your company in order to increase revenue dramatically. |
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Call
866-850-2937 and ask one of our consultants how... |
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