Sales Support Consulting Skills
Many individuals outside of the sales function are critical to supporting customers and to the success of sales efforts. Whether technical experts, service technicians, or project managers, consultative skills are vital. They must uncover the client's real needs and interests; build strong, trusting relationships with external or internal clients; and present recommendations, facilitate decision making, and support client satisfaction with the accepted recommendation. They need to be an extension of sales, supporting solution development throughout the implementation and support process.
The Consultative Process introduces a problem-solving mindset and presents an effective process for consulting with both internal and external clients. It helps technical professionals become comfortable in their role as consultants. It also helps them generate greater alignment and commitment with clients by using a win-win problem-solving approach. 詳しくはこちらへ