Did you know that 70% of corporate buyers prefer to avoid interactions with salespeople?

Digitalization has radically changed the buying process. Today, prospects conduct their research and make their purchases autonomously. To adapt to this reality, it's crucial for companies to rethink their sales strategy. Salespeople must adopt an attitude of advisor rather than simple salesperson.

Why is consultative selling essential?

When a customer hesitates or seeks information, consultative selling becomes essential. The role of the salesperson is to adopt a supportive approach. And yet, many salespeople find it difficult to take on this role, and are reluctant to let go of the famous "discovery of needs" and old-fashioned argumentation schemes.

On the agenda for this webinar:

• How to establish a buying path : Tailor your approach to meet prospects' specific needs. 
• Elements of posture to adopt and beliefs to let go of for a consultative sales approach. 
• How do you develop a relationship of trust with your prospect? 
• Use sales consultant tools: Integrate consulting techniques into your sales approach.