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.

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.

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?