Consultative Selling Skills Workshops
All sales people need a series of fundamental consultative selling skills in order to be effective. Consultative selling, or needs-based selling, is a foundational skills set, but it's changed greatly in the last 20 years. In addition, sales people need skills of reading people, building relationships, negotiating, provocative selling, and presentations. One training class is no longer enough.
The Complex Sale, Inc. Workshops:
Participants of the highly interactive Advanced Prospecting Skills workshop will role-play with The Complex Sale’s seasoned sales executives, observe live prospecting calls made by these sales executives, as well as make their own live prospecting calls. They will also create customized call scripts and e-mail collateral specific to your products and solutions.
This module focuses on helping salespeople build preference by changing the way they engage and drive business dialogue with buyers, especially executive decision makers, early in the sales process. Today's buyers are smarter and farther along in the process before they ever interact with salespeople. The old model of asking 20 questions to understand their "pain" just doesn't work that effectively any more.
Executive Demand Creation is a highly interactive, two-day workshop designed to teach sales professionals a structured, yet flexible process to target high-level executives with a focused campaign over an eight-week period. The end objective is gaining executive sponsorship for your efforts to solve the buyer's strategic pains.
Once salespeople understand the process of selling up the food chain of value, they need to strategically apply those skills to craft an effective presentation. An effective presentation is one that links your solution to the pains of the audience, regardless of their level in the organization.
We teach you how to build a playbook that the salesperson can use to provide buyers with compelling, differentiated messages that are industry-specific and address the key pains of stakeholders and decision-makers.