1. Structuring the consultative process 
* Understanding the changing business environment 
* Understanding the customer’s points of view 
* How to guide your customers to better understand their own situation 
* How to guide customers to look for a prompt solution 

2. Developing consultative skills and effective sales strategies 
* From product selling to solution selling 
* Business needs and value mapping 
* Leading the customer with focused questions 
* The core competence of the sales consultant: objection handling and deal closing 
* Business analysis and funnel management 
* Targeting, time and territory management 

3. Managing the customer relationship to increase repeated business 
* Packaging your solutions in a way that invites the customer to do additional business with you 
* Multi-level selling: to develop personal network in the customer’s company 
* How to sell to other decision makers through the contact person 
* Increasing rebuying and customer loyalty through up selling and cross selling 
* Practice of account management 

4. Competing on value - selling value instead of selling product
* The No.1 rule of value-added selling and its practical consequences: price must never stand alone 
* The No.2 rule of value-added selling: it is the customer’s value perception which counts 
* Five pricing techniques that will help you focus on value, and strengthen your negotiation position

* First-line sales representatives, sales engineers, project salesmen, sales supervisors and sales managers