Consultative Selling Success – Employ an Exclusive Sales Process to Improve Performance 0 CPE

Consultative selling differs from traditional selling.  Above all, it provides a proven model that enables the salesperson to lead the customer through five stages of a decision process. Those stages are: Openness, Focus, Knowledge, Evaluation, and Decision. This is the same decision process that everyone uses when buying a house, selecting a college, and making  business or personal decisions. The model connects the five customer stages with mirror image selling skills that are used to gain information, consult on customer problems/needs, and gain commitment.  

Aside from learning the process/model, this course covers the planning aspects of consultative selling from setting call objectives to closing. It provides an overview of critical sales skills. Participants learn how to plan a realistic consultative selling call from beginning to end, including a post-call evaluation.

Prerequisites

There are no prerequisite or advanced preparation required.

Learning Objective

• Identify differences between consultative selling and traditional linear, step-by-step sales
• Explore how to lead the customer through an interactive, consultative selling process
• Discover how to plan a consultative selling presentation

Last updated/reviewed: March 28, 2024