Outcome-Driven Selling: A Consultative Approach to Sales

A two-day workshop on building consultative selling skills

What separates a top salesperson from an average performer? Given the same product knowledge, sales goals and selling tools, why do some salespeople fail and others succeed?

The answer has to do with focus. Average salespeople focus on their own desired outcomes, goals and interests. Top salespeople focus on the customer. When selling, we need to remember that we must not only worry about what we are trying to achieve, but also seek to understand the customer's desired outcomes and interests. If we stick to our own perspective, we risk failure in the sales process or arriving at a solution that not only does not satisfy either person's interests, but also results in mistrust.

Learning Objectives:

• Avoid the six most common mistakes sales professionals make

• Plan for the sales call

• Ask questions that guide the discussion

• Listen effectively

• Communicate without becoming aggressive

• Meet customer needs without giving in

• Challenge the customer to think differently

• Discover the secrets of building rapport

• Use proven selling strategies

• Address the customer's fear of making a decision

• Close the sale

• Handle tension, conflict and unproductive emotions

• Learn how conflict can be prevented

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