The complexity of selling in today's environment requires you to develop your consultative selling skills to meet sales objectives. Increasingly, your role is developing into one of value-partner consultant rather than a traditional salesperson.

You will Learn to:

1.  Learn how to move away from the basic selling relationship to a consultative selling and relationship-based customer retention model
2.  Develop your knowledge, skills, and behaviors in your consultative selling role
3.  Learn relationship selling skills which will help you build sustained relationships with important customers by pro-actively anticipating their needs
4.  Develop your consultative selling competencies which will maximize the business relationship with your clients
5.  Sharpen your interpersonal skills and communication behaviors to manage the relationship more effectively

I. Structuring the Consultative Process

• Parallels and differences to the traditional approach of selling
• How to educate your customer on their problems
• How to educate your customer in a way that they want their problems to be solved now

II. Developing Consultative Knowledge and Skills

• Why the traditional selling approach creates resistance and rejection
• How to avoid up to 90% of all objections by using the consultative approach
• The skills of sales consultants

III. Managing the Customer Relationship to Increase Business

• Packaging your products and services in a way which invites the customer to do repeat business with you

• Design and control the information flow in a way which supports repeat business

• Build your personal network in your customer's company

• Learn how to sell to other decision-makers through the person you deal with

IV. Competing On Value: Selling Value Performance Instead of Product Performance

• The no. 1 rule of value-added selling and its practical consequences: the perceived value of services disappears after 
       they are performed, and what you can do about it
• The no. 2 rule of value-added selling: it is the customer's value perception which counts.
  

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