Consultative Selling goes beyond relationship building! In a complex sales/business relationship, it is necessary to inspire, guide, and influence our customers/stakeholders. To do this effectively we must use different skill sets and competencies to understand how each customer/stakeholder will behave or respond to different situations throughout the selling process. A deep understanding of their needs, wants, goals and objectives will help you strategically influence the sales conversation. To be truly successful, as influencers we must strive to be the trusted advisors and subject matter experts (whether in person or on the phone) for each of our customers/stakeholders. With that in mind our approach is to work with you and customize a program that is specific to your industry/customers/stakeholders. And by combining the Consultative Selling Framework with True Colors® or MBTI® Effective Communication Application in an interactive and fun workshop your team will be able to use their new level of understanding to:

• Demonstrate the application of the True Colors® or MBTI® communication strategies while using a consultative sales approach to drive customer engagement and loyalty.
• Develop a selling mindset by actively listening to customer’s needs, wants and objectives.
• Qualify customers by effectively using prefacing and deep dive questions while consultatively selling.
• Apply strategies to communicate and sell more effectively to customer of all ‘types’.
• Sell to a diverse population by identifying customer’s preferred communication style and effectively adjusting your sales approach.
• Close the sale by diagnosing the root of resistance and overcoming objections.
• Resolve customer issues by employing de-escalation techniques.
• Demonstrate accountability to close the sale through self-awareness, recognizing non-accountable behavior and correcting to a solution-focused mindset.