CONSULTATIVE SELLING SKILLS 

Program Summary

Presented by Owen Foster of Sustainable Growth Consulting, this overview course is designed to provide you with the skills necessary to establish trust, define needs, create a partnership approach and close the sale.  The course will provide structure, process and content of the 4 key elements of the selling process so that you increase the efficiency and effectiveness of your business development efforts.

The ½ day course is a combination of lecture, workshops and role plays that allow you to put the knowledge gained to immediate practice for each element of the selling process.  There will be additional follow-up workshops that take each of the selling areas to the next step available after the successful completion of the overview course.

The benefit to you is the generation of more sales in less time than your current approach.

Specific Learning Objectives:

• Target key prospects who could benefit from your product or service
• Develop trust to earn the right to initiate a sales dialogue
• Define the current status of your prospect’s program in your area of expertise.
• Define the wants and needs of your prospects in the area of expertise.
• Quantify the “gap” between current status and desired status.
• Create a partnership approach.
• Convert the partnership approach to a proposal.
• Close on the proposal.
• Handle objections or misunderstandings.
• Create a plan and timeline for implementation.

COST: $50 plus optional reference text $10

Reference Text: Consultative Selling Skills, Dr. John Brennan, Copyright 2014