Consultative Sales Skills

Distilled from John’s work training sales people at some of the top sales organizations in America (GE, Lanier Worldwide, IBM and NCR), this workshop deals with the critical skills and attitudes necessary to become a superior consultative salesperson and position yourself as a Trusted Advisor to your customer.

This program is especially well suited for people who do not view themselves as “salespeople” but are required to go out and meet with clients to help close business.

Some key elements of this workshop include:

• What it means to be a "Consultative" sales person
• Presentation of an advanced sales questioning model
• Uncovering customer needs, wants and desires
• Turning implied needs into financial impact to create urgency
• Questioning workshop and role plays
• Getting the customer to sell themselves
• Managing objections
• The three most important sales questions
• The power of the agenda

This program is especially well suited for people who do not view themselves as “salespeople” but are required to go out and meet with clients to help close business.

Ask us about customization options

The seminar can be presented at your location or off site, whichever you prefer. Contact our office to discuss specifically how this workshop can be customized and used to effectively improve your business.