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(Click on “Stratos Workshops” button on your left to return to Workshops list.)
For companies that offer a service rather than a product, more traditional approaches to sales are unlikely to be effective. The Stratos, LLC consultative sales process provides a definitive approach
to sale of services that is client centric rather than product/service centric.
The Stratos Consultative Sales Process Workshop includes specific skills development activities at each stage of the sales process. Sales activities are managed with a Stratos Sales Matrix
designed to effectively categorize and track target prospects. The workshop is typically preceded by an assessment of a company’s existing sales process for use in the workshop. This three-day workshop covers the following curriculum:
- Review of current sales process assessment
- Overview of Consultative Sales Process
- Consultative sales principles
- Overview of Consultative Sales Process Tracking Matrix
- Defining phase overview
- Market definition
- Competitive review
- Value definition
- Exploring phase overview
- Hierarchy of sales entry points
- How entry point affects sales cycle
- Targeting phase overview
- Key sources of client information
- Contacting phase overview
- Appointment call practice
- Discovery phase overview
- Questioning skills
- Discovery meeting
- Discovery Interview Plan
- Discovery Interview Practice
- Writing the Discovery Agreement
- Verifying phase overview
- Verification meeting
- Verification skill practice
- Writing effective proposal
- Proposal phase overview
- Proposal writing skills
- Proposal presentation skills
- Executing a proposal meeting
- Monitoring phase
- Advancing the sales hierarchy
- Measuring success
To request a detailed workshop outline or to discuss Stratos presenting the Stratos Consultative Sales Process Workshop for your company, click here.
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