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.

Sales professionals, Account Managers, Business Development professionals,
and anyone who serves in a Sales or neagotiating capacity.

• Request dates in your city
• Bring this course on-site
• Call us toll-free 1-866-540-9677 and we will find similar courses near you.