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Home / Consultative
Selling
Are you a Sales Consultant or Account
Manager looking for ways to strengthen your ability to more
effectively sell and serve your customers?
Would you like to learn how to
incorporate Consultative Selling principles and techniques
into your sales approach?
Consultative Sales is building long-term
business relationships by staying proactive and being solutions-oriented.
The process must benefit both parties, buyer and the seller.
It focuses on "we" (buyer and seller), not just "me" (seller).
COPE is proud to offer:
"Consultative Selling:
A Model for Sales Success." | Preview
This resource contains 91-pages of "leading
edge" information, which is highly interactive and directly
applicable to your role as a Sales Consultant or Account Manager.
Resource Guide Objectives:
- To enhance each Sales Account Managers
understanding of Effective Selling, Consultative Selling
and the building blocks for sales success,
- To provide an opportunity for Sales
Account Managers to learn and practice concepts by applying
them to real "on-the-job" situations in order to strengthen
their skills and abilities, and
- To identify and experience the benefits
of planning, listening , presenting, handling, and closing
to increase sales.
Resource Guide Modules/Chapters
Module #1: Consultative Selling: A Model for Sales Success
Module #2: Call Preparation (Self Preparation and Call Preparation)
Module #3: Opening the Call/Making the Connection
Module #4: Probing and Uncovering Customer Needs
Module #5: Tailoring a Response/Presentation
Module #6: Handling Customer Questions/Objections
Module #7: The A, B, C's of Closing the Sale (or Addressing
the Issue)
Module #8: Follow-Through (Internal and External)
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