OUR COURSES AND PROGRAMS
Consultative Selling Skills Project
In order to be successful in today’s highly competitive environment, companies need assurance that their sales personnel have an in-depth understanding of the many selling issues, skills, and strategies that center on the customer and ultimately determine personal and corporate success.
In today’s market, sales personnel need to be more than order-takers. They need to be prospectors, outbound marketers, business development strategists, and consultants to potential and existing customers. A professional salesperson must know about the customers’ business and more about customers’ likes and dislikes than almost anyone else, in order to build a relationship that addresses the full range of issues involved.
TCPI calls it’s sales training “Consultative sales Project” because we are constantly updating, refining and reshaping our sales concepts to fit changing market and economic conditions. The project consists of the following four programs:
- Control Point Selling
- Business Development Strategies
- Sales Negotiation Skills
- Call and Close Reluctance
Each program will covers the essentials for developing successful salespeople. All program content will be customized to reflect the business or industry being addressed.
While all four programs together offer a comprehensive training solution, each of the programs are available for individual delivery.
Control Point Selling
This program is the first of four courses in the Consultative Selling Skills Project. It covers the six critical selling skills and emphasizes style as a major component for sales success. Participants will learn and practice real-world sales techniques including questioning, handling objections and closing as a way of building business relationships. The program focus is on the application of interpersonal dynamics to selling situations.. It also provides opportunities for the participants to practice situations particular to the business or industry being addressed.
Audience: Sales, Marketing, and other staff who have a sales role.
Customizable Format |
Duration |
|---|---|
| Classroom Instruction | 2 days |
| E-Learning | 30- to 45-minute modules |
| Trainer or manager led self-instruction | Self-paced instruction |
Objectives
- To understand the importance of interpersonal skills as a foundation for consultative selling skills and establishing long-term relationships with clients.
- To develop skills for a prospect-oriented, problem-solving approach to selling.
- To develop expertise in the selling skills that determine real prospect needs.
- To develop the questioning and listening skills to identify
prospect needs and selling opportunities.
Topics
- The Control Points of a Sale
- The Selling Interview
- The Motivated Sequence
- The IQARRC Selling Model
- Understanding Style and Adapting
- Closing Techniques
Related Materials
- Book: Making Deals: The Business of Negotiating, by Marvin Gottlieb, PhD and William J. Healy (2nd Ed., 1998).
- Book: Interview, by Marvin Gottlieb, PhD (2nd Ed., 1998).
Business Development Strategies
The second of four courses in the Consultative Selling Skills Project focuses on business development from the point of view of a self-motivated and self-directed salesperson. Participants learn strategies for developing and maintaining a productive client base. Customers and their business issues are examined along with how to leverage the customer’s changing business and personal perceptions. Participants also learn how to use time more effectively and to make their goals specific, observable, realistic, and achievable.
Audience: Sales, Marketing, and other staff who have a sales role.
Customizable Format |
Duration |
|---|---|
| Classroom Instruction | 2 days |
| E-Learning | 30- to 45-minute modules |
| Trainer or manager led self-instruction | Self-paced instruction |
Objectives
- To define the four business development strategies.
- To define the eight strategies of strategic account planning.
- Understanding customers in terms or their business issues and how their business and/or personal perceptions are changing.
- How to set and achieve strategic goals.
- How to solve problems creatively.
Topics
- Four Business Development Strategies
- Understanding the Customer
- Strategic Account Planning
- The Changing Customer
- Time Management
- Setting Goals
Related Materials
- Book: Making Deals: The Business of Negotiating, by Marvin Gottlieb, PhD and William J. Healy (2nd Ed., 1998).
- Book: Interview, by Marvin Gottlieb, PhD (2nd Ed., 1998).
Sales Negotiation Skills
This is the third of four courses in the Consultative Selling Skills Project. It provides participants with elements of structure and process to increase their likelihood of success when negotiating in a sales-related situation. This course has been developed from Dr. Marvin Gottlieb and Dr. William J. Healy’s book, Making Deals: The Business of Negotiating, and covers planning, bargaining, trading-off, and the nine basic negotiation tactics. Along with basic negotiation skills, participants focus on special problems associated with the selling environment. Practice is provided through case study and role play.
Audience: Sales, Marketing, and other staff who have a sales role.
Customizable Format |
Duration |
|---|---|
| Classroom Instruction | 2 days |
| E-Learning | 30- to 45-minute modules |
| Trainer or manager led self-instruction | Self-paced instruction |
Objectives
- Understand the special problems of negotiating and selling at the same time.
- Distinguish between "must haves" and "want to haves."
- Developing an effective strategy before negotiating.
- Maintaining the total value of the deal.
- How to handle tactics.
Topics
- Defining Sales Negotiation
- Negotiation Style Inventory Self-Assessment
- Developing a Negotiation Plan
- The "Rheostat Principle"
- Taking Risks
- The Nine Basic Negotiation Tactics and How to Handle Them
Related Materials
- Book: Making Deals: The Business of Negotiating, by Marvin Gottlieb, PhD and William J. Healy (2nd Ed., 1998).
- Book: Interview, by Marvin Gottlieb, PhD (2nd Ed., 1998)
- Assessment: Negotiation Style Inventory
Call and Close Reluctance
Two defining skills for salespeople throughout their careers are initiating contact with new prospects and closing on new commitments. Without the ability and the will to develop new business by overcoming barriers to prospecting, none of the other skills of selling, strategizing, and negotiating can be put into play. Likewise, reluctance to close on commitments with both new prospects and existing customers can stall account and profit development indefinitely.
In the fourth course of the Consultative Selling Skills Project, Participants will identify personal and other barriers to prospecting calls and closing, and identify specific personal initiatives to overcome or control these behaviors. This workshop will reinforce sales as well as strategy and negotiation sessions, but is mainly intended to deal with motivation, attitude, and other factors that hurt the performance of more experienced salespeople.
Audience: Sales, Marketing, and other staff who have a sales role.
Customizable Format |
Duration |
|---|---|
| Classroom Instruction | 1 day |
| E-Learning | 30- to 45-minute modules |
| Trainer or manager led self-instruction | Self-paced instruction |
Objectives
- To develop an awareness and understanding of the issues that inhibit prospecting.
- To define the four fundamental causes of reluctance.
- How to target the most promising prospects and capitalize on referrals.
- How to bring creativity to problem solving.
- How to correct nonproductive habits.
Topics
- Reducing Call and Close Reluctance
- The Four Causes of Reluctance
- Networking and Telephone Prospecting
- Developing Personal Strategies
- Developing and Applying Creativity
Related Materials
- Book: Making Deals: The Business of Negotiating, by Marvin Gottlieb, PhD and William J. Healy (2nd Ed., 1998).
- Book: Interview, by Marvin Gottlieb, PhD (2nd Ed., 1998)
