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Provided by: Fathom Corporate Training CONSULTATIVE SALES TRAINING WORKSHOPSales |
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What is the number one complaint that customers voice about sales people? It is that sales representatives simply dona ™t take the time to listen. They "tell" and attempt to sell prematurely. Consultative selling means: To first uncover and fully understand the goals, problems and needs of the customer, then, and only then, offer options and recommend relevant solutions.
This intensive, hands-on, exercise driven program sales training program gives salespeople an understanding of the psychological steps that buyers go through in the purchase process. Using interactive role-plays, participants are walked through a step-by-step consultative sales process to more effectively meet a prospects needs. They learn to ask better questions and gather more useful information before trying to sell prematurely. Participants in this sales seminar learn how to concentrate their focus on each clienta ™s particular situation, challenges, and vision to partner and increase business. This selling skills workshop enables participants to determine how their company and product/ service can provide meaningful value to a clienta even in a highly competitive, saturated and commoditized market.
The role-plays, in conjunction with the feed back sessions, assure that each classroom participant has achieved direct behavioral changes in their sales approach.
I am sure I will benefit greatly from many of the subjects and tools we used and discussed a if I havena ™t already. Thanks again and have a great 2008!
John Casko
Manager, Client Relations
Arrowhead Electronic Healthcare
"The most useful sales management training Texas firms can employ!"
"Medical device sales training our industry needs today."
This intensive, hands-on, exercise driven program sales training program gives salespeople an understanding of the psychological steps that buyers go through in the purchase process. Using interactive role-plays, participants are walked through a step-by-step consultative sales process to more effectively meet a prospects needs. They learn to ask better questions and gather more useful information before trying to sell prematurely. Participants in this sales seminar learn how to concentrate their focus on each clienta ™s particular situation, challenges, and vision to partner and increase business. This selling skills workshop enables participants to determine how their company and product/ service can provide meaningful value to a clienta even in a highly competitive, saturated and commoditized market.
The role-plays, in conjunction with the feed back sessions, assure that each classroom participant has achieved direct behavioral changes in their sales approach.
I am sure I will benefit greatly from many of the subjects and tools we used and discussed a if I havena ™t already. Thanks again and have a great 2008!
John Casko
Manager, Client Relations
Arrowhead Electronic Healthcare
"The most useful sales management training Texas firms can employ!"
"Medical device sales training our industry needs today."
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Training
Provided by Fathom Corporate Training
- P asked: Do you have experience in teaching consultative sales skills to lawyers? Please let me know curricula, pricing, time damdns, etc for on-site training of a group of - lawyers of varying degrees of experience.
- S asked: I have the following questions . what is the exact contents of the programme . what is the duration of the course . what is the cost of the course . who is the contact person in India for the same.
CONSULTATIVE SALES TRAINING WORKSHOP
Objectives
Participants will learn to:
-Assess their current sales skills by a benchmark
-Apply a proven sales process to current intuitive sales ability
-Determine the individual behavioral style of customers and how to interact with each for maximum effect
-Understand buyer types and what factors motivate each
-Listen for key factors that will make or break the sale
-Use a communication technique to fully package a product/service differentiation and its benefit to the client
-Overcome the fears of cold calling
-Easily open useful dialogue and build customer rapport
-Clarify customer pain and their readiness to act
-Listen instead of prematurely pushing products/services
-Employ top closing techniques for better results
-Build a toolbox full of sales consulting training tools
Participants will learn to:
-Assess their current sales skills by a benchmark
-Apply a proven sales process to current intuitive sales ability
-Determine the individual behavioral style of customers and how to interact with each for maximum effect
-Understand buyer types and what factors motivate each
-Listen for key factors that will make or break the sale
-Use a communication technique to fully package a product/service differentiation and its benefit to the client
-Overcome the fears of cold calling
-Easily open useful dialogue and build customer rapport
-Clarify customer pain and their readiness to act
-Listen instead of prematurely pushing products/services
-Employ top closing techniques for better results
-Build a toolbox full of sales consulting training tools
About The Training Provider: Fathom Corporate Training
Fathom Corporate Training - With more than 20 years of experience in the management turnaround environment, Fathom Corporate Training was founded to work with clients who are facing critical challenges in management, sales, customer service and branding in commoditized markets. Our client-centered workshops are designed to seed new thought and facilitate course correction. We can help you to increase employee...
