The world over, organizations are increasingly realizing that the face of selling is changing. As the business environment becomes progressively more competitive, every organization is aggressively pushing for the key competitive advantage. Organizations
are working toward reducing costs as well as improving their responses to changing market conditions. There is a growing emphasis among buying organizations on reducing the number of suppliers.
In such an environment, how do you become one of your customer's long-term allies? Consultative or solution selling can be the key to moving from the single sale to the strategic partnership that spells success for you and your company. In this workshop you will learn:
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how consultative selling skills can help increase sales and profitability through an increased understanding of the sales process and how it affects each customer’s situation.
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to help sales personnel deploy consultative selling skills to provide value to their customers.
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explore strategies for becoming your customer's long-term ally, paving the way for continuing business opportunities.
Instructor: Dr. Suresh Sundaram, University of Delaware