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Overview
This course, The Psychology
of
Consultative Selling, is an integral part of the Skills For Sales
Success
series, produced by the Canadian Professional Sales Association.
Successful
completion of this series, which is available both on line and in a
paper-based
format, can lead to the designation as a Certified Sales Professional.
Consultative selling is the modern approach to sales, and is
reflective of
the customer-centered approach to the selling process that characterizes
today’s
successful salespeople.
This course will take the participant through the Principles of
Compliance,
those human traits that govern how we accept information and why we buy.
Once
these principles have been thoroughly discussed and are understood by
the
learner, the course concentrates on how to apply the principles in a
sales
meeting with a potential buyer.
The process that consultative salespeople use to prepare for and
conduct a
meeting includes the pre-meeting investigation, how to create the proper
atmosphere to facilitate the consultative approach, and how to move
through that
process to work with the buyer to find a solution. Finally, the course
focuses
on how to bring the meeting to a successful conclusion, and why
traditional
approaches to handling objections and closing have been replaced by
offering
solutions and empowering the buyer to make his or her own decision, with
the
help and support of the seller.
CPSA would also like to acknowledge that the Skills For Sales Success
online
learning project is made possible, in part, through funding by Human
Resources
Development Canada.
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