Consultative Selling: Helping Your Clients Buy
Approved Continuing Education Credit
Training Level
Total Training Hours
Description of Course
Want to become a more effective sales professional as well as a trusted resource for your customers and potential clients? There was a time when the “hard close” was an acceptable sales method. Today’s consumers and business owners rebel against that method.
Every sales person, sales manager, and business owner should be familiar with a needs-based sales process that always puts the buyer first. Additionally, companies are working hard to hire and retain good employees. You should be able to “sell” your company to potential hires and communicate change to existing employees in a positive manner.
Learning Objectives
Consultative Selling: Helping Your Clients Buy emphasizes what any sales person, sales manager, business manager or business owner needs to know to continue to strive in the current marketplace. Our challenges are all the same. We must continue to do business, hire and retain employees and maintain a positive reputation to the people who look to us to provide solutions.
Topics Covered in this full-day seminar include:
- How to build a trust-based relationship with a client/employee
- Establishing self-belief [img_assist|nid=30|title=|desc=|link=none|align=right|width=160|height=139]
- Establishing belief in your product or company
- Determining client needs through a “Client Needs Analysis” using an open-ended question approach
- Building and Presenting a solution
- Negotiating and Securing the Order (formerly known as “Closing”)
- Executing a plan through all levels of the organization
- Follow-through and Customer Service
- Maintaining a client relationship
- Additional information
This seminar also provides 6 hours of PHR / SPHR strategic re-certification credit! The use of this seal is not an endorsement by HRCI of the quality of the program. It means that this program has met HRCI's criteria to be pre-approved for recertification credit.
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Want to bring this seminar to your company or association? Contact MTI for information about on-site training options, available at any U.S. location. _________________________________________________________________________________________________________________
