Consultative Selling Skills for Presales Teams
Consultative Selling Skills for Presales Teams is a one day program specifically designed to provide presales teams with the skills, techniques and mindsets required to help drive solutions-focused sales strategies.
Participants will learn how to:
- Establish rapport purposefully to build confidence and mine valuable information during initial interactions
- Apply the Four Step Consultative Sales Model
- Sell and recommend solutions vs. technology
- Detail features and benefits when describing solutions
- Professionally manage needs analysis/discovery discussions to ensure that both parties’ needs are being met
- Probe fully to understand client expectations and desires before recommending solutions
- Know what to say and what not to say during client interactions
- Use advanced questioning strategies to uncover underlying needs, pain points and “hidden” agendas
- Decide whether to communicate by email, phone or face to face and understand the pros and cons of each choice
- Ensure that nonverbal behaviors send desired messages
- Understand and satisfy needs vs. wants (business and personal)
- Use silence to their advantage
- Be assertive when appropriate
- Apply a presales objection handling model to challenging concerns
- Properly qualify a Proof of Concept
- Link solutions to the needs of titles such as; Architect, Technical Manager and CIO
- Quickly plan for joint calls with account managers and other team members
- Subtly uncover cross-sell opportunities
Summary
As the role of presales teams continues to evolve, so does the need for a fresh set of consultative selling skills that will help them to succeed. In Consultative Selling Skills for Presales Teams participants will learn and practice the skills that will help drive higher revenue, shorten sales cycle and increase the comfort and confidence in the variety of environments within which they operate.