Consultative Selling

We all face currently an oversaturated market in conjunction with more demanding customers. This will require to differentiate yourself from the competition, not by improving your pitch, but by understanding your customer’s business.

Consultative Selling is a course where your Sales Reps, Pre-Sales engineers and everyone in a customer-facing taks, will improve their abilities to:

1) Understand your customers’ business
2) Ask proper questions to unveil what is important to your customer
3) Position Value rather than price
4) Perform proper Forecasts
5) Have a common language and concepts throughout the company
6) Perform Data-Driven Decisions
7) Manage your Sales Teams more effectively.

Methodology

The Course is designed as a workshop, it is strongly practical and based on real exercises. Each theoretical element is reinforced through practise -for immediate review during the session. The participant will receive the corresponding feedback to improve their Sales technique with clear defined dimensions and parameters to focus on

Role Playing:

The Role Playing technique will be used on real cases presented by both the participant and VirtualBrain – in order to apply skills.