Consultative Selling for Technology Companies

Subject 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.

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

Cost: Call or write Amanda Hooper, 888-773-9712 or amanda@saleslinks.com

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

Cost: Call or write Amanda Hooper, 888-773-9712 or amanda@saleslinks.com