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Sales negotiation is eternally and constructively tied to consultative selling. So, we must always be very mindful of the power and strength of long-term, trusted, businesses relationships. Armor-piercing questions in their various forms must not be seen as anything other than a positive risk tool used to clarify our bargaining position and that of our negotiation partner.
Sales Prospecting is sustenance for any business, where growth is required and account turnover is nothing more than a fact of life. Sales Prospecting is the precursor to consultative selling and sales negotiation. These three sales disciplines are permanently bolted together and reliant on each other. No company owns a piece of business in our 24/7, global world of unrelenting competition.
Consultative Selling Program
This course is designed for sales professionals who want to compete at the top level in their field. Centroid Consultative Selling recognizes that customers have less time, expect more and want to reduce exposure/worry. This program is customized to the requirements of its participant’s top needs. The course process promotes seamless, continuous, collaborative selling. It focuses on the environment where customers offer less personal contact while anticipating top notch responses from sales/product experts. This program promotes customer first call status with suppliers.
Centroid Consultative Selling system focuses on providing participants with a road map, great workshop exercises and plan to extract optimum expenditures from important new and existing key customers. Its other objective is to bring greater awareness to the new reality that consultative selling is much more than closing a piece of business. It’s about growing and retaining more than our fair share of existing business. All skill sets are designed to be implemented immediately for quick ROI.
- Buyer/Seller Inquiries
- Establish Demands/Needs
- Data & Intelligence Collection
- Proposal Generation
- Presentation Essentials
- Buyer/Seller Collaboration
- Building Relationships
- Overcoming Objections
- Bargaining Continuum
- Trial Close Techniques
- Closing Smart Deals
- Value of follow-up
Typically Full Day, Half Day, or Lunch & Learn. Customized duration is also available.
Deep workbook, Wallet Tip Card and Framed Certificate of Completion
Who Should Attend
Sales or potential sales professionals who want to compete at the highest level!