コンサルティングセールス プログラム
"Salespeople who completed a business consulting skills training showed a 31% increase in revenue, more than double that of the group that did not receive consulting skills training."
「コンサルティングセールス」――お客さまのビジネス上の課題と自社のソリューションを結びつける能力――は、非常に重要です。しかし、それだけれは違いを際立たせることはできません。大半の経験豊富な営業担当者は、お客さまの製品の情報に精通し、課題を見つけるための質問ができるからです。コンサルティングセールスは、競争に勝ち抜くためには、お客さまのビジネスの本質に迫る質問をしながら、信頼されたアドバイザーであり、本当の意味でのコンサルタントにならなければなりません。お客さま組織のさまざまな部門の上層部や管理職、担当者といった立場や役割の異なる方々とどのように関係を築き、どのような質問をして会話を交わせばいいかーーひとたびこうした営業プロセスの局面で取るべき言動を理解すれば、お客さまの売上、業務プロセス、人件費、製品化に要する時間、在庫状況など、ビジネスにとって重要な指標を改善するためにどうすればいいかを知る機会も得られるのです。優秀な営業担当者はこうしたレベルまで到達できているのです。
Business Consulting Skills Programs:
Aligning with Customer Buying Behaviors
Aligning with Customer Buying Behaviors helps high-performing salespeople understand the customer's buying process. Participants learn how to look beyond their own selling priorities and adapt their offering to meet the customer's buying priorities—fitting into the customer's business and buying processes versus requiring the customer to adapt. 詳しくはこちらへ
Conducting Strategic Business Calls: Discovering Critical Success Factors
Conducting Strategic Business Calls: Discovering Critical Success Factors addresses the foundational skills of consultative selling. Understanding those few areas that are critical for business success is first and foremost. Sales professionals learn how to uncover customers' critical success factors and how to adapt, create, and position the business value of their offering to meet these requirements. 詳しくはこちらへ
CWC コンサルティング技法 Consulting with Clients
ソリューション営業力強化に向けたコンサルティング力の修得 詳しくはこちらへ
CSP カウンセラー セールスパーソン The Counselor Salesperson™
顧客心理へのカウンセラー アプローチ 詳しくはこちらへ
Creating Differentiated Offerings
The Creating Differentiated Offerings module of the Sales Advantage Series helps high-performing salespeople avoid the pitfalls of competing on price by effectively differentiating their offering with customers. In this module, sales professionals learn how to look beyond easily commoditized features and services to developing real differentiation based on what the customer values, which is hard for competitors to replicate. 詳しくはこちらへ
Global Effectiveness
Global Effectiveness is based on working within the five cultural dimensions. This program will teach participants what types of behaviors to expect from certain cultures and how to prepare themselves for business interactions. Participants will learn how to turn cultural differences from an unknown liability into an asset. 詳しくはこちらへ
NTY ハーバード流交渉術 Negotiating to Yes
Win-Winの結果を導く『原則立脚型交渉』とは 詳しくはこちらへ
Turning Information into Sales
In Turning Information into Sales, salespeople will be provided with tools to effectively discover business needs, identify what matters, and apply it in successful sales. They will develop the essential ability to discover the information needed to create highly satisfactory and compelling solutions, resulting in improved sales results. 詳しくはこちらへ
VSP 情況対応セールス The Versatile Salesperson™
人を見て営業を解く～戦略的セールスアプローチスキル～ 詳しくはこちらへ
