Consultative Selling

Team selling, partnership selling, relationship selling, consultative selling, trust based selling… the list goes on and on. Whatever you want to call it, the selling system you use must be rooted in cooperation and a desire for mutual gain. Too often sales professionals try to sell one-size-fits-all products and services, sometimes without a thorough understanding of what the customer really needs. Customers buy results, not products and services; therefore, sales professionals need to offer solutions tailored and coproduced by the customer.

Program Description

Our one and two day Consultative Selling seminars will take your selling system to the extreme. Our professional trainers offer challenging models and activities to stimulate your mind and breathe new life into your selling program. During the session(s) you are guided through the tools and techniques that help you quickly bond with your prospect, increase your value proposition, and uncover what the buyer really wants. More importantly, our professional trainers will help you move beyond selling what the buyer wants to the establishment of individualized solutions based on what the buyer truly needs. If you are looking for long-term results, real results, this seminar is for you.

Learning Outcomes

Participants will learn how to make their prospects comfortable with them, how not to sell on price, and how to listen and then ask the right questions.

Audience

This program is designed for all sales professionals regardless of their level of experience.

Program Dates / Locations

While this course is not scheduled at this time, any of the executive education programs offered by the Hudson Center of Entrepreneurship and Executive Education (HCEEE) can be delivered to your organization either in our classroom or at your location. Please contact us for more information.

Program Fee

Fee of $750 includes tuition and instructional materials.

Instructor

Dena Hale, PhD

Dr. Dena Hale is an assistant professor of Marketing at Nova Southeastern University. She received one Bachelors of Arts in Foreign Language and International Trade, two Bachelors of Science in Marketing and Business Administration, a Master of Business Administration, and a Ph.D. of Business Administration (Marketing) from Southern Illinois University Carbondale. Dr. Hale's previous work experience includes eleven years of military service (U.S. Army Active, Reserve and Illinois National Guard) and seven years of sales within the service, advertising, and transportation industries (e.g. Zimmer Radio Group, Brandt Trucklines, Color Associates). Her research interests include Services Marketing, consumer self-efficacy, mature consumer decision making, age cohort comparisons, service innovation, and self-service technology.

Dr. Hale has published a variety of proceedings related to her research interests in a number of conferences to include the Society for Marketing Advances, American Marketing Association (Winter), Frontiers in Services, and Marketing Science Institute INFORMS. Her work has also been published or is forthcoming in the International Journal of Electronic Marketing and Retailing, Journal of Services Marketing, Journal of Management Education, Marketing Education Review, Western Journal of Resource Management and Journal of Rural Health.

Course Customization

Using core programs, we can customize the material to fit your corporate training needs. With our extensive resources and program facilitators, we will design a program that is tailored to fit your specified objectives and requirements.

Substitution, Cancellation, Fee and Transfer Policies

We realize that occasionally you need to cancel your registration. You can substitute another individual in your place at any time prior to the first day of a program.

If you wish to receive a credit toward a future program: we will allow you to transfer you registration to a future date of the same program you are enrolled in currently, provided we receive written notice two weeks prior to the start date of the class you are currently registered in. You are permitted to re-register only one time.

If you wish to receive a refund: written cancellations received 30 calendar days before a program begins will be issued a full refund, less a $150.00 processing fee; written cancellations received 6 to 29 calendar days prior to the start of a program will get 50 percent of the registration fee refunded. We apologize but we cannot provide a refund if we receive your written cancellation in five or fewer business days prior to the start of the program.

In the event of non-payment, the responsibility for any fees incurred in collecting the payment is the responsibility of the customer.

Fees and dates are subject to change without notice.

Contact Information

For additional program information, please contact us at:

Want more information about this program or any of course offerings? Fill out the form below and an executive education enrollment counselor will respond to your message within the next 24-48 hours. Thank you for your interest in the executive education programs at NSU's Huizenga College of Business!