Building Relationships
for Continuing Success
CONSULTATIVE
SELLING
Overview/Description
With a growing emphasis on reducing the number of
suppliers, how do you become one of your
customer's long-term allies? Solution selling, or the
consultative sale, can be the key to moving from the
single sale to the long-term relationship that spells
success for you and your company. This course will
help you discover ways to use the solution
implementation phase of the sale in the account
development mode. It will offer you ideas for
applying continual improvement tactics to the
customer relationship process and will introduce
you to ways to use the consultative selling role to
move into long-term relationship building. Finally, it
will help you explore strategies for becoming your
customer's long-term ally, paving the way for
continuing business opportunities.
Solution Implementation and Account
Growth
# recognize the importance of the
implementation and transition stages in the
development of long-term client
relationships.
# select the stages customers experience
during solution implementation.
# identify the strategies for dealing with
slumps in customer enthusiasm during
solution implementation.
# select the strategies for moving into
account growth after solution
implementation.
Quality Improvement in Customer
Relationships
# recognize the benefit of developing a
customer value process in enhancing longterm customer relationships.
# identify the phases in a typical customer
value process map.
# select the activities for identifying
customer expectations.
# identify the techniques for improving the
customer value process.
Consultative Selling Role in Relationship
Building
# recognize the importance of consultative
selling to the development of long-term
relationships.
# sequence the steps involved in strategic
problem-solving in consultative selling.
# select the characteristics customers want
from salespeople.
# match the roles of the consultative
salesperson with a description of each role.
Becoming a Long-term Ally
# recognize the dual business benefits
for buyers and sellers in long-term
alliances.
# identify the key reasons customers
want alliances with suppliers.
# select the tactics successful
salespeople use to build alliances with
customers.
# select the commitments salespeople
must make to develop long-term
alliances with customers.
Opportunityisnowhere
Now review your handout
and seek key account
relationships