Consultative selling for building long-term relationships

Relationship is essential in every sales process and therefore becoming one trusted business advisor for customers should be the main goal of every agent, because it is the element that often makes the difference in front of the competition.

The first step in being perceived as a "Trusted Business Advisor" is to position ourselves as such from the very first meeting we have with the potential client, to create a flow of communication open, to seek to understand the client and reach a result of the type win-win.

As a result, the goal of this program is for salespeople to develop the skills necessary to lead the sales conversation, to investigate needs and the "needs behind the needs", to promote an open exchange of information and to reach sales agreements mutually beneficial.

• addressing CONSULTATIVE transactional in business
• Positioning as a trusted consultant
• The sales process. Stages of meeting with the client
• Opening the discussion. Agenda of the meeting
• Identifying customer needs

• • Exploring the client's circumstances and needs
  • Approaching different techniques of asking questions

• Demonstration of benefits

• • Presentation of relevant features and benefits
  • Product profile

• End of discussion. Recap and determine next steps
• Relationship skills. Positioning and confirmation
• overcome concern customer

• • Types of customer concerns
  • Ways to overcome the client's concerns