CONSULTATIVE SALES MASTERY
Program Overview
How do nonprofits increase their revenues when meeting with companies or individual donors? The key is Consultative Selling.
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Consultative Selling has been proven to be the most effective form of selling. This sales meeting process involves first identifying the true needs of prospective and existing donors, and then customizing solutions that satisfy these needs.
DTM Associates has taken proven consultative selling skills used by successful sales professionals throughout the world, and has applied these skills to the nonprofit sector. For over a decade, our nonprofit clients have seen significant increases in revenues by participants in our training.
Our program, Consultative Sales Mastery (CSM), teaches a non-manipulative, partnership-building approach that shows how to build individualized relationships...one sponsor, one donor, and one volunteer at a time. The skill set we teach includes subtle meeting facilitation, interpersonal communication and problem-solving skills. All of these skills help build one's connection and trust with customers...the cornerstones to successful selling.
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ROI: Think of how much an average corporate sponsorship would be to your organization. If each person attending CSM increases their sales effectiveness by bringing at least one new sponsorship, imagine the return on investment for this training! CSM will help your development staff become more masterful in consultative selling and will increase their revenues.
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MASTERY: While many who attend our program are somewhat knowledgeable about relationship management skills, very few are at a level of mastery. As with any skill, it's one thing to know something; it's another to do it. It's also one thing to do a skill; it's another to do it consistently. And finally, it's one thing to do something consistently; it's another to do it masterfully.
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TOPICS (customizable based on client needs)
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Understanding the key principles for building long-term customer relationships
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Applying a consultative selling process to each customer interaction
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Identifying decision makers, influencers and implementers
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Creating a meeting climate to gather key information
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Connecting effectively with different personalities
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Asking useful questions (and in an effective way) to uncover opportunities
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Listening for spoken and unspoken needs
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Knowing when/when not to offer a solution
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Customizing solutions so that customers are enthusiastically engaged
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Cross-selling multiple solutions to various customer needs
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Resolving customer concerns in a problem-solving, non-manipulative manner
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Finalizing agreements, getting commitment and setting customer expectations
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Recruiting volunteers through consultative selling
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Facilitating joint sales calls to best utilize volunteer and organizational resources
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To learn more about how this program is delivered and its impact, please read David Michelson's biography.