Consultative Selling

Uses the MDS 360® Sales Assessment

This assessment has 40 behavioural questions which assess all the skills used by your sales people in their daily sales roles. You may change these questions to suit any particular sales challenge in your company. The report can be a full 360, or just self and boss. It provides easy to read assessment data and a template for an effective personal development plan.

Objectives

·        Use the MDS 360® to understand your development needs

·        Agree on methods to improve prospecting

·        Use techniques for effective consultations – listen more, speak less

·        Understand your client’s need – don’t sell a product, create a solution

·        Communicate persuasively and overcome objections to close deals

Content

Day 1         

·        Building your sales presence and impressing clients at the prospecting stage

·        Building solid skills for asking questions, engaging dialogue and understanding client needs

Day 2         

·        Communicating your solution effectively using persuasive language and energised delivery

·        Moving the client to the commitment stage and closing deals

·        Managing your sales funnel using your company’s CRM system

For more info, please visit Wallace Associates. It is a locally-owned career management and coaching firm, leveraging over 25 years of business expertise, to provide customized career transition / outplacement, executive coaching, and personal coaching services. Through our partnership with OI Global Partners, we can offer these services through over 200 locally-owned offices in more than 25 countries.