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     Your Elite Training Team

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Outcome-Driven Selling: A Consultative Approach to Sales

A two-day workshop on building consultative selling skills


What separates a top salesperson from an average performer? Given the same product knowledge, sales goals and selling tools, why do some salespeople fail and others succeed?


The answer has to do with focus. Average salespeople focus on their own desired outcomes, goals and interests. Top salespeople focus on the customer. When selling, we need to remember that we must not only worry about what we are trying to achieve, but also seek to understand the customer's desired outcomes and interests. If we stick to our own perspective, we risk failure in the sales process or arriving at a solution that not only does not satisfy either person's interests, but also results in mistrust.



Learning Objectives:


  • Avoid the six most common mistakes sales professionals make

  • Plan for the sales call

  • Ask questions that guide the discussion

  • Listen effectively

  • Communicate without becoming aggressive

  • Meet customer needs without giving in

  • Challenge the customer to think differently

  • Discover the secrets of building rapport

  • Use proven selling strategies

  • Address the customer's fear of making a decision

  • Close the sale

  • Handle tension, conflict and unproductive emotions

  • Learn how conflict can be prevented


Registration Information

Registration Fee: $795 per person
(10% discount with 6 or more registrations or for active military and SHRM, ATD, CIRAS and IABI members)

Registration fee includes:

  • Expert workshop facilitation for two days by two highly-skilled Tero trainers

  • One-on-one professional coaching during the workshop

  • Workshop materials

  • Useful job aid

  • E-manual and electronic resources

  • Complimentary subscription to Tero's monthly eZine (electronic magazine) and complimentary access to Tero's exclusive Graduates Only section of the Tero website.

Unlimited snacks and refreshments will be provided throughout the workshop. Lunch is not provided and participants are free to leave the facility for a one hour lunch break.

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Workshop Dates and Location

  • November 6-7, 2018
    (Tero Learning Center, 1840 NW 118th Street, Suite 107, Des Moines, Iowa 50325)

  • February 19-20, 2019
    (Tero Learning Center, 1840 NW 118th Street, Suite 107, Des Moines, Iowa 50325)

  • June 11-12, 2019
    (Tero Learning Center, 1840 NW 118th Street, Suite 107, Des Moines, Iowa 50325)

  • September 24-25, 2019
    (Tero Learning Center, 1840 NW 118th Street, Suite 107, Des Moines, Iowa 50325)

Workshop Times

8:30 a.m. - 4:30 p.m. both days

Cancellation or Substitution

You may cancel your registration up to 14 days before the seminar. 75% of your registration fee will be refunded. If you need to cancel less than 14 days prior to the seminar, you may send a substitute from your organization or transfer your registration to another Tero seminar within one year.

Credit Card Payments

Tero accepts MasterCard, Visa, American Express and Discover as an alternative to our standard invoicing procedures.

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The Perfect Combination

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