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Selling as a Consultant
Large Account Selling Requires a Consultative Approach
The Challenge
Selling today is more competitive than ever before. Especially in large accounts where sales success demands a new breed of top-caliber professionals with advanced consultative sales skills. Unfortunately, whatever sales skills got people to where they are today is no longer enough to keep them there!
The Program
Muntean Leadership Group’s Selling as a Consultant focuses on the skills required for success with large or major accounts. Complex accounts, where multi-call selling, multiple decision-makers, knowledgeable customers, and intense competition are the norm.
This course provides the salesperson with the consultative tools that will help them attain and retain these high-value accounts. This two to three-day workshop is tailored to your specific industry, sales process, and competitive environment.
Topic Areas include:
- Strategic Planning for Key Accounts
- Identifying the Ideal Prospect Profile
- Reaching Key Decision Influencers
- Understanding the Customers’ Decision-Making Process
- Building Urgency and Desire for Action
- Demonstrating Capability as the Cost-Effective Competition
- Negotiating Win-Win Partnerships
- Dealing with Power and Politics
- Advancing the Sales Process and Overcoming Concerns
- Exceeding Expectations and Positioning Yourself as the ‘Value-Added’ Supplier
This state-of-the-art training program, custom tailored to your organization, gives your salespeople powerful tools, techniques, and methodologies that enable them to make an immediate jump in sales performance.