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CPE Course Catalog

Course Details

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CPE Course Catalog

The Graduate Center
1160 McDermott Drive
West Chester PA, 19380


Email cpe@wcupa.edu
Phone: 610-425-7435

Advanced Consultative Selling

Advanced Consultative Selling

Duration: 2 Days

Accreditations: 14 PDCs

Course Description: This course is designed for individuals that sell solutions, have a customer-facing role and those responsible for business development, as opposed to individuals that sell physical products. Sales techniques and skills taught in this program enable the participant to achieve annual sales goals, build rapport, and develop customer relationships at the appropriate levels within their clients’ organizations. Using questioning techniques, the salesperson helps the customer see the problems they must address and positions the solution such that it resolves those issues.

Audience: This course is designed for sales personnel. Optimum class size 10-20

Course Topics and Content:

  • Objective setting
  • Four-Step sales model
  • Critical selling skills
  • Listening Assessment: "Picking Up the Cues"
  • Advanced questioning strategies
  • Confirming prospect needs
  • Acknowledging prospect concerns
  • When to change your approach
  • Summarizing needs
  • Transition to solution positioning

Course Objectives:

  • Define strong performance when identifying sales opportunities at an advanced level
  • Connect performance to business goals
  • Pick up on subtle cues and hints to drill down and direct questioning beyond the information prospects originally provide
  • Apply advanced questioning techniques to identify the prospect’s purchasing philosophy, values, the big picture, current level of satisfaction, history, current needs, and goals for the future
  • Draw on their current knowledge base to determine appropriate mix of questions to ask
  • Leverage "escape hatch" strategies if questioning leads to inappropriate or overly complex topics
  • Clearly and concisely summarize opportunities identified and transition to solution positioning
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