Insights
Into
Consultative Selling
Creating a World-Class Sales Team
The
challenge
Customers want top service, quality products, and sales
professionals they can trust.
Selling has changed in that there is more competition,
the process is more complex, and customers are demanding
more for less. Rather than selling how you want to sell,
you must learn how customers want to buy, and then be
flexible enough to meet their needs. Customers demand
customized solutions to their complex problems and consultative
salespeople need to exceed their expectations.
The
application
Your salespeople will learn about their unique selling
style, their strengths and areas to improve in. They
will also learn how to sell to customers in the way
that they want to be sold. By improving their listening
and consultative selling skills, they will become more
adaptable to different customer styles. They will be
able to sell more effectively to a broader range of
clients while improving their relationships with their
best clients.
The Benefits
> Profile top salespeople and recruit peak performers
that fit with your clientele.
> Provide your sales team with self-knowledge on
their selling strengths and areas they can improve.
> Sales managers will have better information on
each salesperson to coach and motivate them.
> Salespeople can be matched with clients based on
style compatibility.
> Consultative selling and relationship selling is
enhanced as salespeople learn to become more flexible
and adaptable to clients' needs.
> Build enthusiasm and reduce turnover as sales results
improve and client satisfaction grows.
The
Reports
Each participant receives a detailed report on their
selling strengths and areas to improve. The reports
are an excellent tool which provide the sales professionals
and their sales manager with a broad understanding of
their natural sales style, and how to best utilize this
style to serve their customers.
The
Program
1)
The Quadrants
2) Preferences
3) Insights Connecting
4 The Insights Report
5) Competency-Centered Selling
The
Results
In today's competitive marketplace, success in selling
is more challenging and requires a higher level of skill.
The Insights Consultative Selling System focuses on
all aspects of the sales process from prospecting to
build trust; client interviews; needs assessments; presentation
skills; managing objections; closing; follow-up; and
service. Both new and experienced sales representatives
will become more confident and self-assured in all steps
of the consultative selling process.
Facilitation
This training program effectively combines lectures,
role playing, team activities, group discussions, and
assessments to help people discover their own selling
strengths and weaknesses. Upon completion, participants
receive a comprehensive personal computerized report
on their selling style, along with extensive course
notes, exercises and reference materials for follow-up
purposes.
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