Effective Sales Process Implementation

Sales - Joan Capua

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Consultative offering varies from a conventional offering. Most importantly, it gives a demonstrated model that empowers the sales representative to lead the client through five phases of a choice procedure. Those stages are Openness, Focus, Knowledge, Evaluation, and Decision. This is a similar choice process that everybody utilizes when purchasing a house, choosing a school, and settling on business or individual choices. The model interfaces the five client stages with perfect representation offering abilities that are utilized to pick up data, counsel on client issues/needs, and pick up duty.

Besides taking all the while/display, this course covers the arranging parts of consultative offering from setting call targets to shutting. It gives an outline of basic deals aptitudes. Members figure out how to design a reasonable consultative pitching call from start to finish, including a post-fall assessment.

 

 

Learning Objectives:

  • Identify differences between consultative selling and traditional linear, step-by-step sales
  • Explore how to lead the customer through an interactive, consultative selling process
  • Discover how to plan a consultative selling presentation

Instructor

Joan Capua

Professional Coach

Joan Capua is a Talent development professional with deep cross functional experience adept at building…

Training 5 or more people?

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What will you cover?

  •   Introduction to Consultative Selling Success 00:01:38
  •   Porter Henry Sales / Purchase Model 00:04:40
  •   Planning the Call 00:05:48
  •   Effective Openers 00:07:36

Instructor

Joan Capua

Professional Coach

Joan Capua is a Talent development professional with deep cross functional experience adept at building…

Training 5 or more people?

Get your team access to WIISE top 2,000 courses anytime, anywhere.

Try WIISE for Business
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