Transformative Selling - True Consultative Sales

The sales spectrum is often described as running from transactional (price, features) through consultative (cost, benefits) to strategic, enterprise or national account level selling (opportunity creation).

Advancing through this spectrum can be very difficult. Most salespeople begin their careers selling transactionally. If they are successful, they move up the spectrum to more complex sales situations that require new skills and methods.
And while they may want to be more consultative or even strategic in their sales approach, they often just don’t know how to position themselves or their company, how to ask better questions or what to do with the answers.

A new market offer can throw them for a loop. Particularly one that requires a sales approach up the spectrum from their current skill set.

The right training can make a huge difference in performance. But while many consultative sales training programs provide useful tools for time and territory management and understanding decision maker types and levels, they often leave a vital skills gap in the very area that makes consultative sales, well, consultative.

The Claymore Group’s sales training and mentoring programs fill that gap and provide the skills needed for salespeople to become true sales consultants and to build higher value relationships with customers.

Since every training day is one less day selling, we work to accommodate your schedule and needs. This includes 2-6 hours of focused training at sales meetings, deeper three day programs that involve situational experiences and direct coaching or simply mentoring a salesperson who needs a little help.
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