A Customer for Life: Moving from Transactional to Consultative Selling - Business Roundtable

This is a time of tremendous change in nearly every industry and profession. Changes for the sales professional and in sales process are no exception. Sales training in the past equipped sales people with the skills to win at the sales transaction. Today, more is required.

Thanks to the wide availability of information, largely due to the Internet and its search engines, social media communities and videos, customers are now more informed, better educated and more demanding. They are challenging the providers of their products and services, asking tough questions and shopping around at an unprecedented rate. The sales people who will succeed in this new economy are those who embrace a consultative approach to the customer relationship. 

• 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?

During this presentation, Tero International Senior Training Consultant Carlos Alvarez will:

• Reveal the seven most common barriers to sales success
• Present the four steps to successful sales
• Explore critical skills that lead to sales success in the new economy