After completing this program, your sales team will be able to:

• Quickly create connections and build trust with customers using a consultative approach
• Differentiate from the competition through a value-focused sales approach
• Achieve the coveted status of “Trusted Advisor” and exceed customer expectations
• Win more business by deeply uncovering what’s most important to the customer and persuasively presenting the right solutions
• Reduce and overcome objections from customers by adopting a proven approach

Program objectives include:

• Determine the difference between a typical sales professional and a Trusted Advisor
• Successfully plan for sales calls by setting objectives and using a pre-call planning tool
• Confidently open sales calls, create rapport, engage the customer, and set a positive tone for the sales interaction
• Utilize a focused questioning methodology to thoroughly uncover customer needs and dig deeper in the sales discussion
• Increase customer buy-in by using a methodology to present solutions, insights, ideas, and benefits tailored to customer needs
• Recognize when to close and follow a closing approach that leverages the momentum of the sales interaction and seamlessly moves the process forward
• Handle objections using a four-step methodology to uncover and address the customer’s true concern while maintaining trust and credibility as a Trusted Advisor