Sell Well

"A strategy is a well-thought out plan that leaves nothing to chance."…Anonymous

What is consultative selling and how do you plan for sales success? Gain the competitive advantage and improve the effectiveness and adaptability of every member of your sales team. Both experienced and new salespersons benefit from our strategies to increase sales through increasing adaptability, using appropriate selling styles, identifying your customers' Dimensions of Behavior, and creating and maintaining relationship-based sales. Use our Sales Action Planning Tool to increase your sales productivity.

"Referral [and endorsement] marketing is the practice of building a base of customers and clients by obtaining support from specific sources."…Ivan R. Misner, Ph.D.

How do you know that you have exceeded your client's expectations? Simple, he/she not only gives you a business referral, but also actually endorses you or your product. Learn why we hesitate to ask for endorsements and how to overcome this natural reluctance. Use our simple suggestions to ask for referrals and endorsements by letter, by telephone or in person. For every good customer, there are five or more great customers to meet by referral or endorsement. Referrals and endorsements are the best way to add to your customer base. Use our system to ask for and make the most of each referral and endorsement.

"We don't get what we deserve; we get what we negotiate."…Dr. Chester Karras

What is successful negotiation? You know the feeling of satisfaction when you have negotiated successfully to a win-win conclusion. Negotiation is present everywhere in life. It precedes every decision we make. Use a simple, proven, and tested six-step process for successful negotiation. This process uses the positive attitude that both parties in a negotiation are "right"; neither must lose, and both parties can and do win. Modern business negotiations must build relationships as well as accomplish tasks. According to negotiation expert, David Berlew, "The view of negotiation as something that tough people do in adversarial situations must be modified. People must understand how the process of negotiation can be used as an important tool for solving everyday problems." Use a personal Negotiation Styles Assessment Instrument to identify your predominate negotiating style and through role plays, video scenarios, and interactive practical exercises, learn how to adapt your style to best negotiate in different situations.

"A bestseller is [anything] that somehow sold well simply because it was selling well."…Daniel J. Boorstin, The Image The key to successful selling on the telephone is exactly the same as successful selling face-to-face – building a relationship and providing a product or service of perceived value. The challenge of selling over the telephone is the established American perception of "I will believe it when I see it." Sixty-eight percent of American adults are visually oriented. This means, they relate to and believe in "what they see" rather than "what they hear." The Creative Telephone Selling Techniques Workshop explores our visual orientation and gives practical, real world tips and techniques to listen for cues, quickly determine which of four types of communicators your potential customer or client is, and communicate with him/her to build a relationship that will evolve into a sale.

"Customers are demanding creatures. Funny that they want to talk about themselves and want to learn what you can do for them, not what they can do for you."

The consultant's approach to selling is simple, enjoyable, and it works! Consultative selling is a natural extension of the personal relationship-building process. If you focus on selling products or services rather than on building long-term relationships with your customers, you may make a sale now, but lose the lifelong commitment of the customer to continue buying from you.

In consultative selling, you are actually selling yourself – your competence, your credibility and, most importantly, your Caring, Communication, and Commitment to serve the client's needs in the way that is best for him or her – not for you. Learn how to use the 3 Cs of successful consultative selling in this fast-paced 1-day workshop designed to help you focus on your customer's long term goals. Use our 5-step process to serve your customers as a sales consultant rather than a sales rep. See how these techniques can help you build lasting relationships with your customers and increased sales in the long-term.