Consultative Selling Skills

Selling Value and Improving Profitability
Are you satisfied with your close ratio, profitability and the length of your sales cycle? Are your sales consultants skilled at calling on and consulting to the executive level? Are they skilled at collecting all your client’s issues and building a solid business case for your solutions? Consultatively selling a customized service is much different than selling a commodity. In order to deliver a complex customized solution with flawless execution, your sales people must possess exceptional consulting and communication skills. 


Identify, Qualify & Win
Can your sales consultants quickly take new opportunities from identified to qualified to new business? Are you satisfied with your percentage of repeat customers? To succeed in today’s business world organizations have to deliver more than just solutions, they have to deliver business results. This process will teach your sales consultants how to understand, sell and manage to those results on every engagement.
    This training will also teach your sales consultants how to:
  • Better qualify and accurately scope new opportunities
  • Improve forecasting accuracy
  • Calculate return on investment for every sale
  • Eliminate price resistance
  • Better understand and work the decision making process
  • Set realistic time, people and budget expectations
  • Improve questioning and listening skills

Selling Services and Delivering Customized Solutions
The best way for sales consultants to succeed is for them to help their client’s succeed first. Consultative Selling Skills is a complete and comprehensive program that provides sales consultants with the strategies and skills they need to be successful.
*Please note that the check should be made payable to MASCPA and mailed to MASCPA, 160 Roosevelt Ave., Suite 400, York PA 17401. *Please note that this class is sponsored by the Electronics Consortium. To receive the discounted price, the class participants must confidentially and securely supply their social security number. Any company interested in joining the Electronics Consortium, please call Tammy Marcase at 717-843-3891. Register by:

Payment must accompany non-member registration. A member company that has a reservation for employee training in a scheduled class may relinquish the seat(s) by notifying the scheduling coordinator. If the cancellation is within the cancellation terms of the approved contract, then no fee will be required; otherwise full fee is required. If the seat is able to be filled by another participant prior to the start of class, no fee will be assessed. Questions: 

Fax/Mail/Call: 
160 Roosevelt Ave., Ste 400, York, PA 17401, Phone – (717) 843-3891, Fax - (717) 854-9445, E-mail: training@mascpa.org This training is supported by funding through the Department of Labor and Industry.

"A perfect speaker, at the perfect time. Your event always sets the tone for a business gathering in southcentral PA" –  Annual Event attendee at 
Penn State's Pullo Center in York, PA
The Manufacturers' Association
160 Roosevelt Avenue
York, PA 17401
(717) 843-3891
office@mascpa.org