Selling is the most comprehensive and flexible sales development programme
available in the marketplace today. Your sales force will learn how to
build successful business relationships by helping customers achieve both
their business and personal objectives.
a consultative process for developing understanding and agreement between
the customer and your salespeople throughout the sales process. It's a
logical, non-manipulative approach that works. COS develops proven selling
skills while teaching your salespeople to be responsive consultants -
individuals sincerely interested in helping to achieve the business objectives
of their customers.
offers a route to more satisfied customers, more successful salespeople
and better long-term business relationships.
New and experienced salespeople, sales managers, and marketing personnel.
flexibility of one-, two- and three-day implementation options enables
you to tailor the delivery of COS to a specific audience.
Participants in COS will be able to:
determine the customer's objectives and
understand and use the key customer-focused
prepare for and learn from each sales call through
pre- and post-call analysis
calls using a proven four-phase
customer focused sales process
effectively handle obstacles without feeling
uncomfortable or adversarial.
Length and Format
The core COS program is a two-day, interactive workshop for 6 to 18 participants.
One- and three-day versions are also available. Activities include:
presentations and skill modelling
group discussions and problem-solving exercises
extensive application of the skills and concepts to
your sales environment
multiple pair practices and role-play exercises built
around your products or services
immediate feedback and critique of the participants'
use of COS skills and techniques.
Vital Learning programme