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:
The Advanced Prospecting Skills workshop teaches salespeople the strategies and tactics they need to secure, prepare for, and execute that first meaningful business conversation with a key decision maker.
This module focuses on teaching salespeople how to build preference early in the sales cycle by adjusting their behavior based on the buyer’s behavioral style.
Executive Demand Creation (EDC) 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.
Negotiating is not an event - it's a process. Our Negotiating for Value (NFV) workshop focuses on the five key elements of negotiation: power, time, information, price and style.
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.