Consultative Selling:
It's what you ask that counts
Consultative Selling is one of most fundamental
forms of selling.
Volumes have been written on what makes a great
sales person, but we all agree on one thing: a sales
person can only act on the information they gather.
Those who learn the most about the client, their
wants and their needs, have the best chance of
making the sale.
A.S.K. Selling
We developed A.S.K. Selling, our consultative
selling program, with three goals in mind.
- To help sales people become much more
successful.
- To make clients very receptive to your sales
process.
- To give companies like yours a sales process
that would consistently produce winning results.
Successful sales organizations focus on the
customer and the customer's needs as much or more
than they focus on their own needs and offerings.
Our studies have shown that, for most products and
services, there is a healthy market of customers who
will pay a premium price for a premium offering when
it is presented by a highly competent sales person.
In my opinion, if you want to be the low priced
leader, fire your sales team and build a web site!
Good sales people can and will help you garner a
larger margin for your product or service.
Selling 101 when it's needed
We often get calls for what sales managers call
“Selling 101”. What they mean is that there people
need to be better at the basics of selling. These
are the skills that every sales person must have to
be successful. Our A.S.K. Selling program will
ensure that your sales people are up to the task.
Each program we deliver is customized to your
product or service and market situation. We talk
your talk and work with real-world examples taken
from your company. The result is that your sales
people can directly apply what they learned so you
see results tomorrow.
Each program is also designed with the skill and
experience level of your sales people in mind. We
offer programs for beginners as well as seasoned
pros and are often asked to do both in the same
session. This is one of the challenges and one that
is always great fun.
In A.S.K. Selling, your team will learn these skills
and more:
How to identify and find more great customers.
How to identify and make contact with the real
decision makers. How to assess a prospect's wants,
needs and mandates. How to present your offering as
an irresistible solution to the prospect's problems.
How to close the sale and get the order. How to turn
every deal into a long-term, profitable
relationship.
They will become better questioners, researchers,
presenters, closers and relationship builders. You
will see greater sales, more reliable forecasts and
monthly success stories.
To find out if A.S.K. Selling this is right
for your company, please call us at
1-800-57-LEARN or email
info@waterhousegroup.com .
Which statement describes your situation Best?
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