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Merit Career Development > Courses > Advanced Consultative Solution Selling

Advanced Consultative Solution Selling

Professional Selling Skills is a workshop designed for individuals responsible for business development and/or have a customer-facing role. Critical selling skills taught in this program enable the participant to achieve annual sales goals and develop and nurture customer relationships at the appropriate levels within their clients' organizations. Using the Logical Selling Process, participants apply sales tips and techniques to develop relationships and close business.

Learning Objectives

  • Define strong performance when identifying sales opportunities at an advanced level
  • Connect performance to business goals
  • Pick up on subtle cues and hints to drill down and direct questioning beyond the information prospects originally provide
  • Apply advanced questioning techniques to identify the prospect's purchasing philosophy, values, the big picture, current level of satisfaction, history current needs, and goals for the future
  • Draw on your current knowledge base to determine appropriate mix of questions to ask
  • Leverage "escape hatch" strategies if questioning leads to inappropriate or overly complex topics
  • Clearly and concisely summarize opportunities identified and transition to solution positioning

Topics & Content

  • Objective setting
  • Four-Step sales model
  • Critical selling skills
  • Listening Assessment: Picking up the Cues
  • Advanced questioning strategies
  • Confirming prospect needs
  • Acknowledging prospect concerns
  • When to change your approach
  • Summarizing needs
  • Transition to solution positioning

Course Information

Course Code: PD302
Duration: 2 days
Targeted Audience: This course is designed for all personnel in the private or public workforce in sales.

  • OPM - 14 CLP(s)
  • SHRM - 14 PDC(s)

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