The Consultative Selling Process is the sum and combination of the Art and a Science of selling. The participants acquire and dominate the skill sets, that are required for achieving outstanding results, through the execution of the Sales techniques.
The Art of selling:
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Understand technology trends and how they affect your customers and prospects.
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Efectively identify customer business problems and detonate opportunities.
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Match identified customer needs with your current Solutions portfolio.
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Identify and contact Key Decision Makers.
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Buying is an emotional process. Learn how to establish the "Emotional Connection".
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Transition from "Product" selling to "Solution" selling.
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The Science of selling:
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Learn and master the Consultative Selling Process, from prospecting to closing.
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Improve your closing ratio and increase your pipeline opportunities.
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Create long term Trusted Advisor relationships.
Following the Consultative Selling Process, significantly increases the chances of winning the Opportunities that are identified within the Territory, Account & Opportunity plan processes.