Building Partnerships with Customers and Prospects

Consultative selling is a powerful process for individuals in sales or marketing, for customer service representatives, and/or for anyone interested in developing successful business relationships. Consultative selling is built on the premise that everyone needs to win in business relationships one party has the opportunity to sell products or services and the other party has the opportunity to have his or her needs met. Long gone are the days of selling without consideration of the clients needs and without regard for customer satisfaction after the sale. Trusting, long-term relationships are the goal, not quick sales.

This program emphasizes the planning and preparation phases of consultative selling. The primary components of this planning and preparation include the following:

  1. Researching the underlying needs, stated objectives, and expectations of target clients.
  2. Preparing specific questions that help clients clarify their needs, objectives, and expectations.
  3. Presenting business solutions.