Workshops

Professional Consultative Sales Skills

Distilled from John’s work training almost 2,000 sales people at some of the top sales organizations in America (GE, Lanier Worldwide, IBM and NCR), this is an advanced workshop dealing with the critical skills and attitudes necessary to become a superior consultative salesperson.

In this highly interactive one to three-day workshop John will present:

» What it means to be a “Consultative” sales person
» Presentation of an advanced sales questioning model
» Uncovering customer needs, wants and desires
» Turning implied needs into financial impact to create urgency
» Questioning workshop and role plays
» Getting the customer to sell themselves
» Managing objections
» The three most important sales questions
» The power of the agenda
» How to develop a “Competitive Analysis Chart”