Talk to John Greenbury or a senior associate without obligation. Discover how we can help you unleash more of your team's potential.
"Consultative Selling" is based on a book of the same name written by Mack Hanan in 1970. That book forever changed the way high-end sales were done; how traditional sales representatives could sell profitably to competitive accounts; the way that key accounts could be protected whilst maintaining profitable margins and how sales cycle times could be cut by 85% or more. And that was just the start of it. Read more...
For business consultants and analysts, sales and management trainers, sales managers, field sales representatives, and telemarketing operations:
Consultative Selling is not just a set of skills, it is a fundamentally different way of managing client relationships from the top of a corporation down. The purpose of consultative selling is to make a company stronger and more profitable by developing a sustainable competitive advantage. Beware of watered-down immitations.
Help managers develop value-added, problem-solving services that will transform the company's image and value offering.
Use training to set new standards for how major and high-potential accounts are managed. Equip managers to manage the continuous improvement process.
It's not hard for managers and sales people to accept the necessity to evolve to meet changing customer needs profitably. Consultative Selling is a no-brainer, but it requires change at all levels. Implementation will fail if there is a lack of ownership of the need to change, the solution and the change process required. A "motivated change environment" must be created. We'll guide your through the implementation process to ensure ownership.
When we take on a project we work with you at no extra charge until the runs are on the board and you are happy.
"SELLING PROFITS NOT PRODUCTS" will help you implement "Consultative Selling" and revolutionize your sales organization. Pre-register now at a special price. This is a two part program covering the management and sales functions.
Expected release: By 30 April 2022.
When you sell financial values instead of products, the objections evaporate. Price is rarely an issue when total value is considered.
John Greenbury has over 15 years' direct experience implementing consultative selling. That expertise is available to you now at an affordable investment.