Industrial Solutions offers sales training programs for organizations seeking to develop consultative, solutions-based selling approaches. Utilizing more than 30 years of selling experience, we have developed a four-hour sales program will help your sales team learn how to focus on customer needs and priorities.
Originally designed in cooperation with Drs. Jeff and Renée Hale of WellSpirit Consulting Group, Inc., the Priority: Sales! solutions-selling program begins with helping sales people better understand their own natural priorities and how they impact the way they sell. Sales people will learn a method for recognizing the natural priorities of their customers and how to adjust their selling approach to more effectively communicate, build rapport, and strengthen their position as a solutions-provider.
The program will emphasize how to gather information about the customer's preliminary solution concept, clarify and refine the defined need, and then successfully tie their products and services to this idea in a way that satisfies even the toughest customer.
Helping salespeople learn to adjust their sales style and approach to match their customer's style is foundational for effective solution selling. The practice coincides with Habit 5 of Stephen Covey's book, "7 Habits of Highly Effective People"; seek first to understand.
The workshop can be customized for your sales organization, or you and your sales team can attend one of our open workshops.
In the Workshop, participants will:
Identify their personal selling style
Learn how to identify their customers priorities
Learn to adapt their selling approach to their customer
Understand how and why consultative selling works
Develop a new solutions-based selling approach
Develop a sales plan for a key customer
Learn how to better manage leads, tasks and opportunities