Consultative Selling Skills Training Class

• Course & Participant Introduction/Objectives - Strengths and weaknesses of each participant will be identified. Problem situations as well as and current changes in the marketplace will be discussed, so that the workshop objectives are tied to these concerns.
• Benchmark Role Play -An interactive assessment of the sales professional's current habits and skill sets acts as a gauge to determine strengths and where improvements can be made.
• Emotional Intelligence Discussion: Identify natural behavioral tendencies and how they affect one's ability to communicate. Recognize how market forces affect these tendencies and the decision-making process. Develop trust to gain the customer's respect.
• Business Intelligence Discussion - Identify the needs of client types and the flexibility necessary to deal with them successfully in a sales situation. Identify what the client considers VALUE. Lay out a step-by-step process for evaluating the needs of each customer and determining the best approach to fit your products and services to meet those needs.
• Customer Value Investing -Traditional models of customer segmentation are becoming obsolete. Understand the seller's ability to influence the buyer.
• Features, Advantages and Benefits Activity - Define results to create value by using Features, Advantages, and Benefits (FAB). Recognize how to create differentiation based on examining client needs and competitive resources. Emphasis is on Benefits as applied to the real business needs of the buyer, rather than what seller believes or hopes may be benefits.
• Features, Advantages and Benefits Activity - To reinforce the importance of selling benefits.
• Buying and Selling Process - Identify the phases of the client buying process, as well as the SPORTS skill model; outline and match the selling process necessary to stay in sync with the client, identify actual needs, create a problem-solving relationship, and move toward solution vision.

SPORTS model S - Setting Direction

• Build rapport and gain trust
• Use social chit-chat and bridging
• Set the direction for each stage with a benefit statement
• Use situational probing to divulge the client's goals, priorities, concerns, and values
• Use empathy
• Handle "I Don't Care" customers
• Role Play and Feedback

SPORTS model P - Problem Clarification

• Why Problem Clarification is important
• Open, Closed, Clarification, Confirming and Implication Questions
• Strategically using questions to determine customer need
• Role Play and Feedback

SPORTS model O - Offering Options

• Collaboratively develop specific course of action
• Value vs. Risk Analysis
• Role Play

SPORTS model R - Recommending Solutions and Handling Objections

• Integrate value and benefit into recommending the solution
• Value Equation
• Five objection types and effective responses
• Role Play and Feedback
  

SPORTS model T - Testing for Agreement

• Test for agreement on established recommendation
• Gain official commitment on the recommendation
• Ten ways to close - when and when not to use each
• Role Play and Feedback

SPORTS MODEL S - Synthesizing and Sharing

• Process information and make judgments as to its value relative to the organization's strategy and competitive position.
• Gather information your company needs to remain competitive in the changing marketplace.
• Reflect on your selling skills through the selling process, implement necessary improvements.

Consultative Selling Skills is a two-day workshop that focuses on the participant's selling skills. By attending in this highly interactive seminar, the sales professional will:

• Gain awareness of how different behavioral types interact in the selling environment and how this effects relationship-building
• Explore the critical buying factors influencing customers and how to develop supportive business data to anticipate their needs
• Utilize Baker's time-tested sales methodologies and a systematic way to remain in "sync" with customers allowing them to get to "yes" faster and easier
• Fully grasp how to consistently communicate value throughout the entire selling interaction by recognizing the true benefits and costs of doing business
• Develop the questioning, listening, and analytical skills necessary to perform an in-depth analysis of customer organizations and their driving forces
• Gain an in-depth understanding of prospecting and "cold calling" skills through role-playing
• Develop the creative problem-solving skills necessary to enhance solutions and recommendations to meet their customer's specific needs
• Learn to anticipate and effectively handle customers' negative behavior, conflict, and objections
• Fully grasp how to gain agreement on specific action steps in order to bring closure to discussions
• Carry out a self-critique program to evaluate the implementation of take-home skills