Consultative Selling Training Course

Growth Development Associates, Inc.'s Fundamental Sales Course

Objectives

Most sales people experience a wide range of sales success, from "Really nailed it!" to "What a flop!" Consistently successful sales calls come from a Consultative Selling process that allows a sales person to plan for and execute a focused and complete sales call or process every time.

Consultative Selling is the fundamental building block to consistent professional sales or solution selling. It is as applicable to a new salesperson as it is for a 20-year veteran. Once a sales people have incorporated Consultative Selling into their behavior, it becomes as natural and as automatic as shaking hands. Consultative Selling is a necessary foundation for the professional selling of solutions.
The Consultative Selling training course uses skills practice exercises involving the six components of a structured sales call at various points in the logical selling process. It takes considerable practice to learn the techniques.

The essence of Consultative Selling requires the sales person to establish interest and understand the customer's needs before attempting to sell anything. In fact, until the salesperson establishes and understands the needs of the customer, there is really nothing to sell. By presenting products and services as solutions to the customer's needs, however, selling becomes problem solving, providing opportunities welcomed by the customer.

Deliverables

The Consultative Selling training course includes:

• Three-day class for up to 20 sales representatives
• Class binder and materials for each attendee
• Awards for the best executed practice calls
• Management development for participation in practice call evaluation during and after the class
• Licensing approval for continued use of Growth Development Associates' Consultative Selling evaluation forms
• In-field pre-class sales skills evaluation
• Customization of the class and case studies based on observed sales skills needs

During the Consultative Selling training course, students will learn techniques for each sales component and will be required to illustrate their skills during evaluated practice calls. In addition, students observing calls will complete written structured evaluations for every call observed and participate in group discussion of strengths and weaknesses of the person practicing the call.

Growth Development Associates, Inc. will customize case study practice calls based on actual customer situations in your accounts. This three-day class involves the field sales managers in specific practice call situations, and practice should continue back in the field locations.

The class process will teach sales call evaluation and counseling skills to sales managers, and it provides them with formatted sales call assessment guides to use for continued skills development after practice and live sales calls in the field. With focused instruction and practice, sales reps will be able to achieve a substantially higher sales call success rate.

Benefits

As a result of the Consultative Selling training course, sales and support reps will be able to make effective calls with people at all levels, from executives to temps. Attendees will be able to plan and execute successful meetings, calls, even impromptu discussions with confidence and professionalism for the rest of their careers.

Class Highlights

• The Opening
• Creating Interest,
• Establishing Need,
• Presentation,
• The Close, and
• Handling Objections.

For more information, please contact Growth Development Associates today. You can also purchase an audio version of the Consultative Selling training course on our Products page. Our courses and products are available to clients across the United States and the world.

"This is the most useful and practical sales training I have encountered. The measure of my success based on the information learned will be phenomenal."
- K. Barger, DPI Inc.