The Dardis training has helped me immensely in my career, and I was thrilled to offer the same opportunity to my sales team.

VP of Sales | Silversea Cruises

Consultative Selling Skills

Overview:

“Consultative Selling Skills” is either a 1 or 2 day program designed to help you win business by listening to your prospects of customers, uncovering their needs, and providing viable solutions.  As a result, you will increase your closing rate. This program provides multiple practice sessions for skill-building and one-on-one skill assessment and coaching to help you:

  • begin sales calls on the right foot with appropriate dialogue,
  • actively listen to understand critical business issues,
  • effectively question to uncover your customers’ needs,
  • surface buyer motivators,
  • handle objections and negotiate win-win agreements, and
  • close sales with confidence.

Learning Objectives & Sample Agenda:

Benchmark

  • Learn how to gain perspective on how you truly look and sound in a sales situation.

Dialogue Opener

  • Learn how to effectively form a joint agenda.
  • Apply the skills to sell on the customer’s terms.

Active Listening

  • Learn how to listen for clarity and verification from the prospect or client.
  • Learn how to relay back facts and feelings.

Probing

  • Ask questions that surface true business issues.
  • Rely on the use of conditional questions.
  • Question without causing undo pressure.

Motivators

  • Learn how to foster effective dialogue with a prospect or client.
  • Surface personal motivators that help close the sale.
  • Obtain commitments that lead to buying decisions.

Creating a Value Link

  • Practice to tie the solution back to their needs and motivators
  • Learn the art of crafting and telling your ‘story’

Handling & Overcoming Objections

  • Learn how to best specify, isolate & resolve issues.
  • Practice turning objections into avenues of agreement.

Closing

  • Learn how to ask for the sale.
  • Close with confidence and obtain the sale.