Every business professional sells in some way. You might sell by persuading or influencing others to approve an initiative or a budget. You might sell to support an internal line of business. Or, you might sell in a more traditional way – by offering your firm’s goods or services to clients.
Challenge & Solution
No matter how you sell, you should do more than simply take orders and respond to requests. You want to build business by becoming a true partner with your clients.
But how do you create that partnership and become a trusted advisor?
Exec-Comm’s Consultative Selling Skills program gives you the skills to communicate effectively and to help your clients uncover and explore previously unknown needs. Ultimately, you develop your approach to successfully explain how you can meet the business needs of your clients.
After participating in this program, you will:
- Understand the stages of the consultative sales process
- Build credibility and rapport with initial contacts
- Strategize before each meeting for specific objectives and roles
- Ask better questions and listen for key insights
- Use the consultative process to position your services as a solution to a client’s needs
- Handle difficult questions and objections
- Close the opportunity and establish desired next steps
You will acquire skills through video recording, group exercises, business specific role plays, and instructor coaching. A typical half-hour includes about 10 minutes of briefing and 20 minutes of practice and skill building.
Customization & Sustainability
- Content: We can tailor the title, skills, exercises, and timing to meet your needs.
- Setting: This program works in large group, small group, and one-on-one settings.
- Duration: From standard two-day programs to brief showcases or webinars, we can work within your timeframe.
- Sustainability Tools: We provide “skills trackers,” checklists, planners, personal video files, email reminders, access to ECLearn.exec-comm.com, and continued instructor access to extend the learning and increase skill retention.