Overview and Objective

The role of sales professionals has changed. Playing the numbers game by "delivering your pitch, asking for the order, and moving on" is expensive and poorly received by today's buyers. Today's buyers demand more and have more options. If they can not find that "more" at your company, there are plenty of competitors willing to give them what they want.

Meanwhile, most organizations are committed to "doing more with less". Giving away your products or services is a formula for failure. These factors add up to a sales and service environment that demands both proactive problem solving by sales professionals and the emotional strength to stay customer focused even while things are changing rapidly around them.

This  course Consultative Selling is a two-day learning process that can be adapted to teach the following:

Personality Style insight and interpersonal flexibility

• Understanding how customers of differing Personality Styles react under stress.
• Learning to recognize Personality Styles and anticipating their needs.
• Flexing ones problem solving approach based on customers' Personality Style.

Self-management and developing emotional control

• Understanding how anger and worry affect ones ability to take care of customers.
• Learning to reduce the frequency, duration, and intensity of negative emotions while working with customers.
• Learning to recognize and accept customers' anger or worry for what it is.

Counseling customers

• Building rapport, determining needs, presenting solutions, supporting customers' decisions.
• R-O-L-A-I-D-S. Learning a technique for counseling customers through a decision process.
• Looking for opportunities to positively surprise customers: the true meaning of value added.