One of the most common mistakes that ineffective sales persons make is trying to sell something to a customer before he or she knows what the customer wants to purchase. However, the consultative selling skills is your ticket to consistently higher closing rates, higher margins and long-term, very satisfied customers. This interactive course will lead you through a challenging array of concepts and activities to help you quickly gain a clear understanding of your customer’s needs, interests, problems and issues.
After attending the course, participants will be better able to:
- Explain the difference between consultative selling and conventional selling approaches
- Describe the 6 steps of the consultative selling cycle
- Practice consultative selling