- Consultative Sales
November 21, 2019
8:30 am - 10:30 am
Join us Thursday November 21, 2019 for another Breakfast Club workshop on Consultative Sales.
Consultative selling came from the 1950s as an attempt to professionalize selling—and move sales from the transactional “sales pitch” to a more collaborative interaction.
The result: the “salesperson: is seen an expert advisor who is knowledgeable, objective and can be trusted. This yields naturally better outcomes – both when prospecting for new clients and with account penetration for existing customers.
Upon completion of this session, frontline staff, supervisors, and managers will be able to:
- Describe what consultative selling is
- Explain the stages of the buying cycle and the customer’s needs at each stage
- Establish trust, rapport and credibility with customers
- Identify needs of customers using effective questions and active listening
- Discover additional product/service line opportunities
- Present options effectively to customers
- Handle objections and close sales naturally
- Follow up to ensure customer satisfaction and continue building the relationship
Julianna Cantwell, CACE, CPHR is the President of JUNA Consulting Inc., a strategic HR consulting practice that helps organizations improve individual and group performance. Specializing in learning & development for over 20 years and communications for more than 15 years, Julianna logs over 100 days a year speaking and facilitating learning.
Date: Thursday November 21, 2019
Location: ECAA Provincial Office ( 17725 – 103 Avenue, Edmonton, AB)
Time: 8:30 – 10:30 AM
$65 ECAA Member/$80 Non Member
*2 APD Points
Venue: ECAA Provincial Office
Venue Phone: 780-451-2412
Venue Website: ecaa.ab.caAddress:
Located on the west end of Edmonton, the head office is easy to get to by going north on 178st. from Stony Plain Road. There are plenty of hotels in the vicinity and excellent dining options. It’s also a 5 minute drive to West Edmonton Mall; the largest mall in North America with an indoor waterpark, indoor amusement park, Silver City Cineplex and excellent shopping!