Consultative Selling

This workshop covers all the essential elements of a value added selling or consultative selling process including building trust and credibility, uncovering buying criteria, determining clients desired results, gaining agreement, and positioning for future business and referrals.

Competitive Selling

Topics included are the following: How to exploit your competitors weaknesses; Prospecting and Qualifying; First appointment scripts that put you in control; Ten Steps to effective fact finding; How to give motivating presentations; How to overcome objections; The ten best closing questions.