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  Consultative Selling Techniques Improve Performance  
PI Worldwide assesses the real needs of your sales team to improve sales performance
 

Consultative selling techniques are the focus of PI Worldwide's unmatched sales performance training programs. These techniques take a solution-based approach in which the sales person and the prospect/client work together in an atmosphere of earned trust and open two-way communication.

Five critical skills are essential for successful consultative selling:

    · Building trust and credibility
    · Identifying the needs of the client
    · Presenting products while articulating their value
    · Handling objections and gaining agreement for the sale
    · Creating customers for life through effective positioning

When these techniques are properly applied, customers view the sales representative as a trusted advisor who understands the customer's problem and who can provide solutions to those problems on an ongoing basis. The end result is an improved close ratio and an increase in cross-selling volume.

Our Selling Skills Assessment Tool (SSAT) is used to gather the information and insight needed to quantify the selling abilities of your organization accurately. The SSAT makes it possible to focus your sales training efforts on the specific needs of your sales team, resulting in maximum impact on your team's production, customer interaction skills, and consequently on revenue growth. This powerful sales assessment test is web-based, which makes it easily available to your team members around the world. Organization, group and individual views of sales effectiveness are provided.

Our Customer-Focused Selling (CFS) program consists of a highly interactive adult learning environment that provides the core competencies for successful consultative selling with special emphasis on those areas identified by the SSAT as needing improvement. Skills learned are immediately applied to real-world business situations that participants can identify with, which helps them see first-hand why these skills are so important and so effective.

In addition to increased sales volume through improved close ratios and larger cross-selling volume mentioned earlier, these techniques also result in:

    · More efficient, productive use of selling time
    · Increased repeat and referral business
    · Better distancing and differentiation from market competitors

PI Worldwide helps companies get results by focusing on their most important assets - their people.

  
     
   
 
   
Overview
Selling Skills Assessment Tool (SSAT)
Customer-Focused Selling (CFS)
PI for Sales Management
Articles: Effective Selling
Sales Performance Case Studies

BioScience Industry
Sales grew by 31% over a two year period and unit sales per day increased by 36% over the same period.

Public Relations
Sales goals were exceeded by 18% and sales revenue by 8.8%.

Telecommunications Industry
The sales team reduced their budget by 40% and increased revenue by 20%.
Articles: Effective Selling View All >

2/1/2007
Create a Sales 'Mastermind Group'
Master-mind Groups are a popular business concept. It is a gathering of people who support each other in various ways. It's a way to keep sharp in sales and learn from other top producers. Belonging to a group can be a way to generate leads and referrals - a well-designed Mastermind Group can quickly evolve into a more powerful resource. This white paper, written by Nancy Stephens, author of Customer-Focused Selling, shares four steps to ensure a Master-mind team that works well together.

2/22/2002
Salesnet.com- How to Close the Sale
Closing can be an anxious time for sales reps; it's do or die time, yes or no. There is a lot of pressure on you to say the right thing, in the right way, at the right time. Are there ways to increase your odds, close more sales, and feel more confident? Absolutely! The following steps will help you manage the “close” like every other area of the sales process – with ease and strategy.

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