Consultative Sales Communication
In today's sales environment, customers and clients respond most positively to a consultative approach. The key to developing these consultative relationships is through open and interactive communication.
This program is for any sales professional who wants to expand and deepen their tool kit for building trust and credibility. The workshop focuses on consultative communication skills as applied to existing sales models and situations.
Participants will learn to:
- Identify behaviors that project confidence and inspire trust
- Use IE's customer profile to understand customers/clients better
- Ask questions that will help customers think about needs, strategies, and requirements
- Demonstrate good listening skills
- Tailor information to the customer
- Communicate non-generic business benefits
- Uncover and handle objections skillfully
- Communicate specific next steps that keep the sales process moving
This 2-day workshop utilizes sales role-plays, interaction models, extensive videotape feedback, and a maximum of 12 participants to ensure skills development.