Consultative
Selling Skills
What is Consultative Selling?
World-class sales organizations train their salespeople to help
customers achieve their goals or solve their problems in order to
differentiate themselves from salespeople who are pushing products.
A client who believes that you’re helping them attain their
goals will see you as a consultant or a trusted advisor, and not
as a vendor. Salespeople that sell based on helping their clients
generate more revenue, reduce expenses, gain market share, and improve
customer satisfaction will always have a huge competitive advantage.
 The
Consultative Selling Workshop teaches attendees
a structured four-step sales call that is based on asking the right
questions to understand the customer’s objectives, issues
and priorities before beginning to sell anything.
This consultative selling approach is the fundamental
building block that the best sales organizations use to train their
teams. Our workshop uses a combination of classroom education and
role-playing to ensure the transfer of critical selling skills
and provides the foundation for professional solution-selling.
Workshop Benefits
The Consultative Selling Workshop
will teach participants:
 Crossland Partners’ Consultative Selling Workshop has made a significant impact in how we approach our customers. Our ability to sell business value has opened many doors that were previously closed to us. We’re calling on higher-level people, we’re having more meaningful conversations, and we’re being viewed as consultants by our clients 
-- Mr. Jerry Hancock
President
Hanler Communications
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- How world-class companies sell;
- What customers are thinking about
during the sales meeting;
- The two most important words in
selling;
- Why customers don’t buy…and
what to do about it;
- The questions to ask BEFORE they
begin to sell anything;
- The importance of active listening;
- How to move from “vendor”
to “consultant” status in their accounts;
- The importance of defining your
value proposition;
- Selling solutions…versus presenting
features;
- How to professionally deal with
objections;
- The importance of having a “next
step” and
- What to do BEFORE each customer
meeting.
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