Marketing-Generics | Pedagogia | Sales

Sales

Pedagogia helps companies who wish to develop their competence in selling complex, high value products or solutions.  This is often called solution selling, which requires a very particular approach, specifically ‘consultative selling’.  Consultative selling is the pinnacle of the sales pyramid, demanding high levels of personal, commercial and technical skills from the sales force. 

All programmes are designed specifically for the particular client and their particular selling challenges, but a typical programme would comprise:

  • The steps of the Consultative Selling Process
  • Opportunity matrix.  Prospecting and qualifying
  • Understanding buyer organisations, motivations and needs
  • Building the solution
  • Presenting the Value Proposition
  • Role plays, using a scenario from the client’s world.  The roles plays would typically develop and test capability in:
    • Meeting and greeting
    • Discovery: asking questions
    • Determining buyer criteria
    • Price negotiations
    • Managing objections 
    • Closing

Available Documents: