Course Description
This program is for salespeople who want to achieve ongoing sales success in a competitive,
constantly changing business environment. Participants learn how to develop a mind-set that
considers the customer in each part of the selling process.

Course Outline
Part 1: What Is Consultative Selling?
The Power of Consultative Selling
Definition of Consultative Selling
What Is a Mind-Set?
What Consultative Selling Means to Customers
How to Exceed Your Sales Goals
The Difference Between Basic and Consultative Sales Skills
How to Win in a Competitive Market
Part 2: Turning Sales Potential into Performance
Your Foundation for Sales Success
Evaluate Your Strengths
Develop Your Growth Strategy
Target Your Sales Goals
Prepare Your Consultative Sales Plan
Part 3: Preparing for Your Sales Call
Preparation: The Key to Sales Success
Understand Organizational Needs
Focus on Your Decision Maker
Set Profitable Appointments
Prepare Customer-Friendly Sales Tools
Part 4: Conducting the Sales Call
The Sales Call
How Does a Consultative Seller Begin?
Do a Great Needs Analysis
Confirm What Your Customer Wants and Needs
Give a Win-Win Presentation
Turn Objectives into Sales
Close with a Service-Oriented Approach
No Sale Today
Part 5: How to keep Customers--For Life
Keep Customers
What Happens if a Customer Has Problems with Service?
Keep Communications Flowing
Establish a Plan to Help Your Customers
Action Planning

Total Workshop Hours
6

Delivery Mode Options
∞ One 6-hour day: E.g., 9 AM – 12 Noon; 1- 4 PM; or,
∞ Two separate days of three-hour blocks each day: E.g., Mon. 9 AM -12; Wed. 9 AM – 12.

Cost
$700 for workshop (not per participant)
$20 per participant for text.
E.g., total costs with 10 participants:

Workshop
$700

Materials
$200

Total Costs
$900 ($90 per participant)