We focus on Consultative Sales Training. These are techniques that need to be utilized everywhere customers directly interact with your organization. Customers know there business and industry well, but they need sales professionals to help them diagnose their needs and identify solutions that that will have a positive impact on their business.
- Equipment Sales/Rental Professionals
- Technology sales and support Professionals
- Services Managers & Service Writers
- Customer Support Advisors
- Field Technicians
Who should complete Consultative Sales Training?
The consultative sales skills and what is being sold may be a bit different but each group of individuals needs to have specific skills to effectively contribute to the financial performance of the dealership.
When should we use Consultative Sales?
Plan for recurring interactions and sales during the lifecycle of the customer’s major purchases. If recurring sales is part of the plan for success then each group identified must be ready to deliver. They need to be ready to ask the right questions, listen and propose effective solutions for the customer to build trust and create value in the buying experience. This differentiates themselves from the competition.
Questions: Do you need to use Consultative Selling?
Ask yourself the following questions:
- Does your team have the skills and training to meet customer expectations and deliver results?
- Have we identified potential prospects well?
- Is your sales process coordinated between key departments?
- Do customer-facing individuals in each department have sales training related to their function?
- Do initial sales to new customers occur frequently in the Service and Parts department?
