Consultative Selling Training

Consultative SellingConsultative selling is an important concept and tool for corporate and entrepreneurial sales forces and a skill with which any salesperson needs to be acquainted.  All need to be familiar with its principles and techniques and evaluate if it is appropriate for their target market and customer.  

The term ‘consultative selling’ first appeared in the 1970s book Consultative Selling by Mack Hanan. It is a selling technique in which the salesperson acts as an expert consultant for his prospect, asking open-ended questions to determine the prospect’s needs and then using that data to select the best product or service for those needs… ideally, what the salesperson is offering.

The consultative approach, when properly utilized, produces a good amount of information about the prospect’s wants and needs.  Knowing this, the salesperson has a clear path to take the next step and present the perfect benefits for those wants and needs.

One of the most important steps to consultative selling is to thoroughly qualify prospects before setting up the initial appointment.  In this consultative approach, if the salesperson doesn’t know ahead of time that their product will be a good fit for the prospect, then they will end up wasting a long appointment gathering data,  only to discover at the end that they can’t provide what the customer needs. (Source: What is Consultative Selling by Wendy Connick)

Train Your Team in Consultative Selling Techniques

Savvan Learning Solutions offers effective training on consultative selling in an experiential environment with a knowledgeable facilitator which is an ideal method for implementing these techniques in a corporate sales team.

Click on the button below and see how Savvan Learning Solutions can help your organization implement a successful corporate sales training program for your team.

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