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Consultative Selling and Business Development

Many companies and professional services firms compete in the business-to-business arena. Unfortunately, too few fully appreciate the challenges such an environment presents to the sales professional or business developer.

The business-to-business sales environment is tough because it requires salespeople to do much more than just educate prospects about their product or service. In a complex sale, they must persuade as well and that requires strong skills in consultative selling. In addition, although skilled consultative selling reduces or even eliminates the need for negotiating, being successful in business means being successful in negotiations.

A complex sale is one in which the goods and services being sold carry high value, there is high risk to the buyer, the willingness of the buyer to assume such risk is low, multiple sales calls are required, the decision to buy is not made in the seller's presence, and a group, not an individual, is usually making the decision.

We help companies overcome the challenges of closing complex sales with customized sales process development, training in consultative selling skills, customized presentations, coaching in the field, improving ROI of trade show participation, and even supplying a virtual sales team that can be activated quickly when your sales force has too many calls to make and then deactivated just as quickly when business returns to normal.

You and your team can benefit from two, highly effective courses we offer in selling for complex products and services and in negotiation: FOCIS® Selling and FOCIS® Negotiating. Be sure to ask us for a complimentary assessment of how much more business you could be bringing in with improved skills and processes in both of these critical areas.