Consultative Selling, consulting in New Trows

Some people say that in the era of consultative-partner selling, closing is no longer necessary. This is just not the case.

To succeed in key account management we must make lots of contacts and talk to lots of people within the account. One of the ways customers reduce risk is to ensure that as many of their people as possible are in favour of the decision.

Read about how LDL brought the Carphone Warehouse together to retain managers and help employees live its new values.

What does it take to be a successful public speaker?

The Challenge

To enable capable sales managers to make the transition from manager to business leader. The goal was to develop the leadership and business skills needed to run a team of people balancing performance, behaviours, and profitability.

To deliver this training with an accreditation process, whereby participants can demonstrate personal progress.

One of the most effective tactics available to buyers is the price challenge. It is very simple to use, and can be very effective.

Inspirational Leadership gets results. It’s about recognising that your most precious possession is the people who work for you, and having the skill to draw out the very best in their performance.

The Challenge

To develop the sales management team, who had differing levels of capability and experience, into a cohesive group with a consistent approach to sales leadership. Putting these leadership foundations in place would pave the way for a wider strategic programme that leaders could deliver to their direct reports in order to create a sales force that would be seen as ‘Best in Class’ on a national and international level.

Master these four principles of consultative partnering and you will transform your approach to important sales opportunities.