ActitudPro

  • We strengthen the commercial capacity of our clients.

Consultative Selling

What it is for?

  • Convertir al vendedor en un experto en el producto y capaz de adaptarse a las necesidades del cliente.
  • Para que los profesionales de venta conozcan un modelo de la venta, basada en la generación de confianza y en las necesidades de los clientes.
  • Para que los vendedores  tomen consciencia de la personalización del servicio como factor diferencial.
  • Conseguir que los asistentes puedan dominar los principios de sugestión y persuasión para ser capaces de influenciar a sus decisores y co-decisores de forma más eficiente y rápida.
  • Responder de manera efectiva al desafío comercial de dejar de ser un proveedor y pasar a ser un socio de sus clientes.
  • Proporcionar  oportunidades de negocio para los clientes, vender a compradores de alto nivel encargados de la toma de decisiones y cuyo interés primordial son los resultados.
  • Conscienciarse de cómo la aplicación de los productos y servicios permiten agregar valor al negocio.

What tools are common used?

  • Attitudinal self-knowledge test.
  • Evaluation of commercial skills
  • Illustrative Videos of situations that arise in the vicinity of the sale.
  • Methodology “The Sales Corridor”
  • Case methodologie
  • Methodology “Trusted Seller”
  • Specific Role Plays
Process characteristics Benefits involved for Business
  • Develop the capacity for initiative and identifying business needs.
  • Increased sales volume by adopting the position of seller-partner.
  • Training with high recreational and motivational content.
  • Increased motivation and openness to the process.
  • Modular Content 1-4 days of training.
  • Adaptable to customer availability.
  • Specific techniques of commercial uptake.
  • Ability to obtain new customers and develop business.
  • Skills to project more confidence to the customer.
  • Increased cross-selling.
  • Training and improving knowledge of all phases of the business process.
  • Improved conversion rate at each stage of the commercial process.

Other expected results

  • Increased motivation of sellers and greater team spirit.
  • Leveraging training for marketers to align the strategy of the company.

Expected Yield

Estimated ROI of 45%

3 Verifiable Cases of Success

  • Telecommunications Sector. 20,000 employees. Conducting training to the Spanish distribution network for telecommunications services seminars. Development of consultative selling skills.
  • Chemical Sector. 50,000 employees. Making sales seminar to the commercial network of the European network of pesticides, to align with the new sales style marked by management, targeting a sale of prescription in relation to the end customer.
  • Food sector. 200 employees. Performing a series of seminars aimed at generating and transmitting confidence to the client as part of the development of a sales process expert.