"This was an awesome class - excellent preparation for all aspects of sales management responsibilities, especially communications. I'll use these skills immediately."
- Apple

Consultative Sales:
Influencing Through Questions, Listening and Negotiation

As products increasingly vie for the customer's attention, a company's ability to quickly build rapport while gathering information is critical. Transforming initial contacts into ongoing dialogues requires relationship management skills.

Participants learn skills that expand influence and deepen relationships - ideal for sales environments involving multiple decision makers and complex decision criteria. As they practice dialoguing techniques, participants dramatically improve their ability to influence others in small, informal meetings. Instead of talking at customers, participants balance their advocacy with inquiry to build openness and rapport with the customer. Increased sensitivity to customer perception heightens trust and deepens communication.

The results of this work:

• Increase up-sell and add-on selling opportunities
• Win and retain business relationships with customers
• Build a voluntary referral base
• Develop an ongoing network of opportunities
• Recover accounts where relations are lost or damaged

Specific Skills Mastered:

• Gain traction with customers more quickly
• Build rapport and relationship while gathering information
• Convert conflict into problem-solving sessions
• Consult with customers about deeper needs at more strategic levels
• Deal more effectively with difficult people
• Explore the roots causes of problems and create a shared understanding of success criteria

Delivery: Customized formats, including workshops, online, one-on-one coaching and consulting.