Detailed Description

Consulting With Clients
Purpose:
Consulting with Clients (CWC) helps your salespeople diagnose the customer’s change-readiness, identify interests and potential allies, and help set your customers up for successful implementation. Helping them succeed from the earliest points pre-sale puts you at their side as an ally, reduces resistance to change and objections, and reduces the percentage of sales that fail to succeed and grow after the contract is signed.

Process:
At the completion of this course, participants will be able to:

1. Identify areas of a customer’s business affected by an intended change and bring unexpected value in resolving difficulties

2.  Recommend solutions that will “work” within the culture and values of the client organization

3. Gain alignment on changes needed to implement a complex solution

Payoff:
Participants are better able to add value by presenting solutions to their customers that address their business issues and help them foresee and deal with potential barriers to the change within the organization.

Target Audience:
Salespeople, System Engineers, and Customer Support Teams

Program Duration:
3 Days

Additional Information:
Consulting with Clients Overview