In today's competitive business environment, many technical and support people are being called upon to assume the additional role of developing customer relationships and contributing to company revenue such as individuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global sales accounts.
These professionals require a new set of skills and strategies to attract, win and retain customers and been seen as 'consultants' to the client, rather than simply 'sales people'.
This interactive workshop will explain how to gain access to and forge long-term, high trust relationships with the top decision makers. It provides a step-by-step methodology on how to develop a consultative business relationship with clients. It will help save valuable time, shorten buying cycles, generate bigger revenues and ensure future business.
PARTICIPANTS WILL LEARN TO:
Position yourself as a consultant vs. product vendor.
Discover how a consultative sales strategy can decrease price sensitivity and competitive threats.
Gain access to key decision makers using proven methods that are most likely to succeed.
Build confidence to call higher in the client's organization.
Conduct a consultative business meeting vs. a sales call.
Step approach to researching a customer's company, industry and business environment.
Develop and present a compelling value presentation.
Focus time and resources where they are most effective.
Be seen as a trusted business advisor to the client's organization.
Maintain 'loyal' customers vs. just 'satisfied' customers
