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to bring the meeting to a successful conclusion, and why traditional approaches to handling objections and closing have been replaced by offering solutions and empowering the buyer to make his or her own decision, with the help and support of the seller.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.