Course Descriptions
Select a course below for additional information.
Introduction to the Consultative Sales Model
Consultative selling is the key to customer focused sales and service interactions. You will apply the skills and strategies necessary to gain competitive sales advantage by planning and executing a proven sales process. (Kick-off Session)
It Takes All Kinds
Learn how to build relationships by reading people, understanding yourself and
adjusting your approach to gain commitments and improve communication.
Speaking Your Customers' Language
Enhance your communication with internal and external customers by identifying
communication styles and applying effective communication, listening and rapport
building skills.
Consultative Selling
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.
Handling Stalls & Objections
This module will prepare you to handle even the most difficult objections. Learn
how to handle stalls, overcome customer doubt, get customers who are dragging
their feet to make a commitment and learn to quantify value over price objections.
Expanding Your Business
Increase market share of your products and services by growing your current and
prospective customer base and obtaining more competitive sales. Position
yourself within your accounts by developing relationships with multiple influencers.
Service From the Inside Out
A common thread in all outstanding organizations is that service starts on the
inside. This module will enhance customer service and relationship building skills with internal and external customers to provide service beyond expectations.
Negotiating for Impact
As a result of this highly interactive e-learning module, you will develop win-win negotiation plans for key accounts that will produce higher margins and customer satisfaction. Learn your negotiation style, make better concessions and overcome tactics.
Closing, Gaining Commitments & Follow-Up
Gaining commitments is a natural part of the consultative sales process when
applied correctly. As a result of this module you will eliminate fear of commitment, recognize buying signs & appeal to different "convincer" strategies to confirm the sale.