Consultative Selling, Professional Training in Dagenham

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

The Challenge

This client is a food manufacturer operating a global business. When TLSA became involved, the client was in the middle of a strategic plan designed to achieve challenging growth objectives.

Leadership development was identified as critical to delivering the growth targets. One of the key challenges was to establish a ‘Sales Director: Executive Sales Leader’ group with the capability and potential to deliver on a country-by-country basis.

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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.

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

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

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The Challenge

This is a business that manufactures and sells a range of hi-tech and smart watches through high street and online retailers. Customer relationships were managed through a team of account managers who were motivated, committed, and successful.

The business had identified a need to develop customer relationships to ensure business retention and future growth, critical to this would be the account management team been recognised as ‘Business Partners’ collaborating with customer stakeholders to achieve mutually agreed growth targets.

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.