Consultative Selling
Consultative Selling
Truly superb salespeople have an intimate knowledge of the structure of a sales call. They are in complete control … they know where they’re going and what they want to accomplish at every point in the dialogue. They take nothing for granted and never lose direction as they focus on probing, learning, and intimately understanding everything possible about a client’s needs before discussing any product – so that their response to client needs is truly consultative and adds real value.
Richardson’s Consultative Selling Skills Program takes an in-depth look at the critical structure of a sales call or client meeting and provides a powerful roadmap for a successful, need-based dialogue. The program provides participants with two “sales roadmap” tools, the Consultative Selling Framework and Richardson’s Six Critical Skills to enable salespeople at every level to more effectively execute their sales conversations. The Consultative Selling Framework provides salespeople with a consistent, repeatable process for conducting an effective sales dialogue. The Six Critical Skills fuel and support the Framework, empowering salespeople to leverage their technical excellence and use every sales skill available to open more doors, better understand client needs, and close more deals.
Business Benefits
- Dramatically improve the quality of sales calls by bringing organization-wide consistency and discipline to how sales calls are prepared for, structured, and executed
- Drive revenue and business performance by helping increase close ratios for new clients and expand business for existing clients
Objectives
- Take the critical attribute in your organization that every salesperson has in common – communication – and add a consultative process, language, and structure for interacting with clients and executing a “more perfect” sales call
- Develop skill in establishing rapport that encourages clients to more openly and honestly share information about their needs, competitors, pricing, decision criteria, and other information critical to winning business
- Provide a questioning strategy to more effectively uncover client needs and enable product positioning that is strategic and client-focused
- Apply a four-step Model to resolve any objection
- More confidently ask for the business
Audience:
Program content is highly customized to any level, from new to experienced salespeople, their managers, and executive management
Delivery Options:
Available through 1-2 day classroom delivery (Richardson-led or train-the-trainer), online eLearning, one-on-one coaching, or webinar; wide variety of relevant books and support materials to embed and sustain learning are also available
Next Steps:
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