Introduction:

The Consultative Selling series encapsulates the key strategies, techniques, and behaviors involved in modern, luxury, advisory-based selling.

In this series, participants will learn to STEP Forward through the sales process, PREACH Luxury, READ Your Customer, LIVE Your Product, and NAVIGATE Price. In the final two sessions, these concepts will be applied specifically to inbound phone inquiries as well as outbound email communication.

Transform your approach and your strategy from selling to helping - and in the process, perform at a higher level.

General Themes:

• Consultative, Experiential Sales Overview

• Leading the sales conversation

• Building rapport and trust

• Elevating the customer experience

• The consultant's formula for giving advice

• The art of asking questions

• Amazing product presentations

• Navigating and negotiating price

• Communicating in today's modern world

• Building long-term relationships and customer loyalty

Virtual Workshop Structure:

• More than four hours of interactive virtual instruction - broken down into four separate sessions

• Format is a zoom webinar

Who Should Attend?

Sales professionals at all levels of experience will benefit from this workshop series. For some, it will reinforce and solidify skills they’ve developed naturally. For others, it will provide an entirely new viewpoint and framework for consistent success.

It is recommended that the sales professional compete each workshop in order as each session builds on the last.

Pricing:

Total Cost: $3,180 ($795 per session)

Introduction:

The Consultative Selling series encapsulates the key strategies, techniques, and behaviors involved in modern, luxury, advisory-based selling.

In this series, Service Advisors will learn to STEP Forward by leading the consultation process, They will also learn to PREACH Luxury, READ Your Customer, and NAVIGATE Price.

Advisory-based selling will transform your approach and your strategy from selling to helping - and in the process, allow you to perform at a higher level.

General Themes:

• Consultative, Experiential Sales Overview

• Leading the sales conversation

• Building rapport and trust

• Elevating the customer experience

• The consultant's formula for giving advice

• The art of asking questions

• Navigating and negotiating price

• Building Recommendations Statements with "Reason-Recommendation-Reward"

• Overcoming common objections

Virtual Workshop Structure:

More than four hours of live*, interactive virtual instruction - broken down into four separate sessions.

Participants areencouraged to participate for a truly interactive and collaborative experience.

* NOT pre-recorded

overview

In Luxury Selling Skills, Virtual Workshop, participants will learn to "READ Your Customer”. This module teaches a real-time "in the moment" strategy to be more intentional throughout the sales process.

RELATE to your customer on a human level, ELEVATE their experience, ADVISE them to pursue the solution that is best for them, and DISCOVER everything you need to know to help them to the best of your ability.

Transform your approach and your strategy from selling to helping - and in the process, perform at a higher level.

Themes

• Consultative, Experiential Sales Overview

• Why price is no longer the key differentiating factor for consumers

• Building rapport and trust

• Elevating and enhancing the customer experience

• The consultant's formula for giving advice

• The art of asking questions

overview

In Luxury Selling Skills, Virtual Workshop 2, you will continue on the themes begun in Virtual Workshop 1, "READ Your Customer." The focus of this one-hour interactive session will be "Leading the Sales Process." Participants will learn techniques and strategies to lead the process, control the dialogue, and provide guidance based on expertise.

Elevate the profession of sales and embrace your role as the expert consultant. You are in charge, you have the knowledge, expertise, and experience. You must STEP Forward through the sales process Strategically, in a Timely manner, Explicitly, and with Purpose. Doing this helps you understand the depth of the good you do as a Sales Professional and gives your customer the transparency they desire. dGive advice with passion and conviction, and NAVIGATE Price successfully.

Themes

• Understanding the key role of a Sales Professional

• Embracing the idea of customer consequences

• Developing passion, enthusiasm, conviction, and confidence

• Learning the "STEP Forward" through the sales process

• Navigating price inquiries, concerns, and objections

overview

In Luxury Selling Skills, Virtual Workshop 3, you will continue on the themes begun in Workshops 1 & 2. In this one- hour workshop, we will focus on providing engaging and interactive product presentations with an emphasis on modern strategies and techniques for presenting both in-person as well as virtually.

We will spend the majority of the session discussing our present circumstances and analyzing phone, email, and modern communication strategies.

Present virtually, close on the phone, complete the order and keep the momentum going for your customer.

Themes

• Learning to "LIVE Your Product" and provide engaging and interactive product presentations through all avenues - including virtual

• Inbound and outbound phone skills and closing techniques

• Email strategies and best practices

• A virtual primer - using modern technology