The sophisticated seller seeks the relationship beyond the sale.

This course is intended for sales representatives and sales managers at all levels of experience.  Sophisticated Selling Skills concentrates on the interpersonal skills needed to conduct productive sales calls within long-term, mutually beneficial relationships.  We build the skills needed to be consultative & client-focused rather than product-focused.
 
The typical format is for two or three days, for up to 16 participants.  This highly experiential course employs extensive use of role-playing, taping and critiquing.
 
Participants will learn…
  • How to gain access to the right people
  • Several ways to position and differentiate their company in the opening minutes of a call
  • A method for questioning strategically, in order to uncover and then develop client needs
  • How to present value-added solutions
  • Why it is important to explore and clarify objections before answering them
  • Probing techniques to uncover decision makers, decision processes and decision criteria
  • How to gain client commitment to a next step

 

Click below for a PDF of our Selling Skills brochure…

Selling Skills Brochure PDF icon