The Sales Certificate Program:

Relationship and Consultative Selling

It’s not enough just to develop basic selling skills.

Successful sales professionals must master the foundational skills of relationship (or persuasion) selling and move on to consultative selling (often called “partnering”).

Up until the early 70s, the common sales mantra was “Tell, tell, tell, and sell, sell, sell!” It was all about the sales professional and his or her goals. About that time, something changed and sales professionals discovered the other side of the desk – the customer’s perspective. Those who adopted this new perspective in their sales approach saw their sales skyrocket. Since then, selling has never been the same.

The Certification program is based on identified competencies required of sales professionals of all levels of expertise, from sales managers with years of field experience to those who have never faced a real-life customer. Ideally, the sales professional taking this course has been in sales long enough to know the challenges, but not so long to have developed unshakable negative attitudes or self-defeating habits.

Who should attend? Sales representatives, sales engineers, account managers, territory managers, account executives, account specialists, and any other professional involved in sales. Bring onto your site or onto our Bellingham Venue.

Core Competencies · Product knowledge · Knowledge of the customers’ products, goals, needs, and problems · Ability to match products/services to customer needs · Relationship-building · Consultative s The Sales Certification Program The Sales Certification Program is based on core competencies necessary for sales success as identified by highly successful sales professionals and consultants throughout the United States. The complete Sales Certification Program consists of ten modules. The first module is a full-day overview on Basic Sales Techniques. The nine remaining modules are half-day content modules covering specific sales topics. Each content module is followed by a half-day application module that addresses one of the defined sales competencies and is designed to be highly interactive and have real-world application. The Application Module The application module is a half-day, skills-application workshop designed to follow the content module. It is in the application module that participants are given the opportunity to apply key concepts learned in the content module to work-related scenarios and experiences. Benefits/Course Objectives In this module, participants will learn and apply strategies and techniques that will enable them to: · Articulate and demonstrate understanding of the principles of relationship and consultative selling. · Develop must-have skills for relationship selling. · Learn persuasion techniques to move the customer to “YES.” · Develop clear, written objectives for the sales encounter. · Plan a sales encounter that is customer-focused rather than the traditional “sales pitch.” · Use the Six-Step Approach to Sales Success to plan effective sales encounters. · Apply relationship and consultative selling skills.

Program Agenda

Course Methodology

· Pre- and post-tests to determine incoming and exiting knowledge

· Self-assessment

· Inbound selling skills exercises

· Large and small group discussion

· Relationship and consultative selling skills development exercises

· Individual reflective review and direct application

· Knowledge reviews

· Interactive group and partner activities

· Facilitative lecture

· Role play application of learned skills

· Case studies

Develop Must-have Skills for Relationship Selling

· Assess your “positive mental attitude.”

· Use vocal, visual and verbal techniques to raise your believability factor.

· Demonstrate consistently good listening skills.

· Build rapport through S O F T E N.

Learn and Apply Structured Persuasion Techniques

· Implement powerful language to engage your customer, exhibit confidence, and influence the ultimate outcome.

· Utilize YES tags to move your customer to YES mode.

· Learn the 12 most positive words in the English language and how to use them to your selling advantage.

· Move your customers to action through vivid descriptions and words.

· Leverage explorative questions to get information about your customers, their needs and desires.

Identify Features and Benefits of Your Products and Aervices

· Understand the distinction between features and benefits of your products/services.

· Identify links between features and benefits that relate to your customers’ needs.

Master the Competencies of Consultative Selling

· Learn five key competencies of consultative selling.

· Turn customers into business partners.

· Build relationships of trust.

· Uncover your customer’s dream.

Prepare for the Consultative Sales Encounter

· Test your attitude about sales.

· Clear out your “Sales Stuff Clutter.”

· Apply six questions to gain understanding of your customer.

· Learn the difference between means and ends values.

· Raise your sales call objectives to a higher level.

Follow the 6-Step Approach to Sales Success!

· Learn how to start off your sales encounter.

· Create customer interest by using a variety of “attention grabber” techniques.

· Understand how to probe the customer to get information you need to link features and benefits to resolve a customer problem or help the customer achieve a goal.

· Present benefits that are relevant to customer needs and desires.

· Know when to ask for the sale.

· Anticipate and develop responses to your customers’ concerns and objections.

· Help the customer transition from buying your product or service to buying their dream.

Learn the Importance of the Post-Call Follow Up you MUST DO

· Document the sales encounter.

· Follow up on commitments.

· Prepare for your next sales encounter.

· Build customer loyalty despite occasional dissatisfaction with a product or service.

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Evergreen Team Concepts, Sales, Cold calling, Prospecting, Sales Seminar, Sales Workshop, Sales Certification, High Performance Sales Certification, Sales training, sales events, Bellingham Sales, Negotiation Skills, Negotiation, Relationship and Consultative Sales