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AFV-101 Psychology of Consultative Selling (PCS)

Overview

PCS curriculum will provide sales professionals of all levels, with a uniform,consistent consultative sales methodology. The PCS methodology is designed to help sales opportunities move more efficiently through the sales cycle. PCS is a comprehensives ales course specifically designed to strengthen the skills of professionals at varying levels of experience and help them leverage the benefits of using a proven consultative sales methodology.

Target Audience

  • Sales reps at all levels
  • Inside sales
  • Sales support personnel
  • Sales managers
  • All organizational personnel involved in sales

Course Objectives

  • Leverage current trends and challenges affecting the IT marketplace to drive sales.
  • Implement a consistent, proven, consultative sales methodology to help sales opportunities move more efficiently through the sales cycle.
  • Identify the right target businesses and decision makers within.
  • Gain an understanding of basic business financials and how to use them to build a financial case for offerings.
  • Create effective messaging that state differentiators and value clearly.
  • Ask effective questions that uncover business needs and properly qualify a suspect.
  • Identify how to leverage and handle objections in order to shorten the sales cycle.
  • Recognize how to sell a solution to build a long-term relationship.
  • Distinguish and act upon major and minor closes on the road to signing a deal.
  • Recognize why customers need account plans and how to leverage the solutions portfolio to get deeper and wider in accounts.
  • Create a qualified pipeline with an event-based forecasting process.

Curriculum Outline

Market trends

–Challenges and climate

 

Introduction to Consultative Sales Methodology

–Overview
–Target
–Prospect
–Suspect
–Customer

Prepare to control the “touch”


–Profile
–Finance
–Features and benefits
–Messaging

Turning suspects into prospects


–Demand generation
–Effective questioning
–Intelligent consultation
–Qualifying

Increase the probability of closing


–Objection handling
–Solution strategy
–Resources

Becoming a trusted advisor

–Closing
–Account planning
–Forecasting