This suite of two courses, one exercise module, and one toolkit* explores ways to understand and meet clients’ needs through consultative or needs-based selling. Completing this suite provides tips and tactics for retaining customers and meeting business goals, and introduces the Relationship Sales Process. Concise, impactful lessons can be applied on the job immediately.;
*Only available as a suite
- The Relationship Sales Process
Guides you through understanding and meeting clients’ needs and expectations, rather than focusing on selling products. Explore the Relationship Sales Process as a method to help improve sales effectiveness.
- Consultative Selling
Guides you through the role of a sales consultant. Develop an understanding of client needs as a way to build relationships. Learn how to utilize product knowledge as a means to recommending products and services that match needs.
- Relationship Sales – Apply What You’ve Learned (Exercise)
Practice applying the Relationship Sales Process and consultative selling skills to client interactions.
Guides you through working with a coach to increase learning retention and provides additional reference materials for on-the-job application of consultative selling skills.