Sales Development

Enable your sales teams and leaders with a complete sales development toolkit that gives them the resources, confidence and motivation to generate winning sales results.

Consultative Selling

Today businesses look for advisors to guide them to results. So, today’s salespeople can only succeed by being consultants who act as mentors to their customers’ priorities, the process we call Consultative Selling. Starting by clearly identifying priority needs, the consultative selling course shows sales professionals how to present their offer in terms of its contribution to business goals with a justification to the return on investment, how to negotiate effectively while closing sales and how to manage their strategic accounts. The training also shows how to avoid some common pitfalls, build strong personal relationships with different customer personalities and sell conversationally and consultatively.

Target Audience

All those who are involved in business to business selling, whether selling commodity products/services or speciality products/services or capital investment items should be a part of consultative selling. It assumes that the participant is already skilled in basic sales and shows how to develop their ability to sell in the way that make them look at consultants.

High Spots

  • TACK’s FIND® investigation model to identify your customers’ needs to develop and present tailored solutions
  • Using TACK’s Offer Analysis© to sell the financial benefits of your value proposition
    • TACK’s Objection handling model
  • Different interpersonal styles and ways to handle the same
    • Negotiating on the basis of a variable trading strategy
    • Elements of key account management

Key learning Points & Outcomes

Consultative Selling

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