Consultative Selling
For years sales people had been taught to tell, tell, tell, emphasizing the features and benefits of their products and services and hoping that something would stick. Customers don’t have the time nor care to listen to the full feature benefit story. Instead you have to be very good at assessing needs prior to prescribing solutions and then emphasizing benefits that are truly important to the customer.
This module will help identify customer needs by utilizing questions effectively. You will also learn how to present solutions that target the customer's true needs and interests even if those needs are not communicated.
Learning Objectives
- Utilize a consultative sales approach to anticipate and understand customer needs
- Present solutions of value unique to each customer and situation
- Develop and apply questioning skills appropriately
- Practice listening and questioning in response to various customer situations
Key Skill Sets Introduced
- Consultative Selling
- Listening Skills
- Questioning skills
- Value Selling Skills
