Outside Sales 201 - Consultative Selling: Why Use This Approach

Content
2 modules
Difficulty
Intermediate
Rating
Course Length
15 mins
Instructor
Pantry of Knowledge

Description

Consultative Selling describes a selling technique in which you act as an expert consultant for your customer, asking questions to determine their needs and then using that information to select the best product or service for those needs. Consultative selling frequently works hand-in-hand with value-added selling, in which you present customer-specific benefits related to their product or service. The consultative approach uncovers a quantity of information about the prospect's wants and needs which makes it easier for you to take the next step and present the perfect benefits for those wants and needs.

Objectives

  • Distinguish the benefits of consultative selling vs. transactional selling
  • Discover how to set context and frame the conversation
  • Create an action plan that builds trust and confidence in your solutions

Certificate

By completing/passing this course, you will attain the certificate POK Outside Sales 201 Certificate

Learning Credits

CEU
0.25

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