Consultative Skills is a highly interactive workshop that emphasizes skills application and validation. The program helps sales representatives:

• Establish a call continuum using precall planning based on previous call results
• Understand business issues to further explore customer needs and objectives
• Identify specific challenges that the customer wants to address
• Discuss the value of the product or service for addressing customer challenges
• Respond to and resolve customer objections and questions
• Agree to customer expectations for the next sales call
• Conduct postcall analysis and self-coaching to evaluate the call and establish the next call objective

Lessons learned in the Consultative Skills workshop are used to:

• Build a common sales language and culture for organizations without an existing sales model
• Gain consistency in the sales process
• Achieve desired results with an existing sales model
• Establish a consultative probing process versus traditional detailing

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