|"The moment of victory is much too short to live
for that and nothing else."
- MARTINA NAVRATILOVA
|"In order to succeed with VITO, you must exceed
- ANTHONY PARINELLO; Selling to
The role of the salesperson has changed dramatically
over the years. In the 1930’s and 1940’s
the sales person was a presenter of information.
The product was seen as more important than the
client. In the 1950’s and 1960’s the
concept of need-benefit was born. The sales person
worked to discover client needs and then demonstrated
how their products and services fulfilled those
By the 1970’s many industries realized that
in order to compete, their sales force had to adopt
consultative roles with the client. The relationship
between the salesperson and client was viewed as
long-term. In the 1980’s and 1990’s
this developed into a concept of consultant and
"partnering with the client."
|Today we still view the most effective salespeople
as consultants to their clients, although
the focus has shifted entirely onto the client.
In this 2-day course, we will move even closer
to the concept of "partnering with the
client" by employing a truly customer-centric
approach to selling. Through interactive exercises
and role-plays, sales professionals will apply
the learning initiatives taught to help them
identify and satisfy customer needs not only
to win the business, but to also help promote
long-term customer relationships.
To provide sales professionals with
a truly customer centered approach to selling, that
will help them to increase their sales revenues,
promote long-term client relationships and generate
Who Should Attend:
Seasoned professionals as well as
new entrants into a sales career will equally benefit
from this program, as it focuses on providing solutions
which answer specific client needs versus selling
product features or price alone. Anyone desiring
to create life-time customers, and generate business
through referral selling is recommended to attend,
particularly sales professionals working within
niche markets, or selling intangible services in
a competitive marketplace.
- A clear understanding of the consultative selling
process as compared with other types of selling,
- An understanding of the relationship between marketing,
selling and the consultative sales process.
- An understanding of the strategy behind consultative
selling and why it is so effective.
- Learn how to build solid customer relationships
to generate lifetime customers and referral business.
- Learn how to uncover and sell to different buyers'
- How to generate a winning client proposal, based
on the customer's own words and/or phraseology to
- How to successfully garner information during
a client needs assessment to construct a truly customer
centric proposal, which will convince the client
- Learn how and when to ask for referral business.