Event Description

CompTIA & KLA Partnering Announcement for this series

CompTIA University is pleased to announce a new audio conference series, “Consultative Selling for IT Solution Providers”.  In an exciting partnership with KLA Group, this three-part series will help Solution Providers become trusted consultants to their clients driving larger average sales, sustaining revenue streams, and developing business growth.

Consultative selling turns clients into clients who value your input and make decisions based on your recommendations. By guiding your clients to the right IT solution for their business situation, you’ll gain a client for life. In this audio conference series, Kendra Lee, president of KLA Group, gives you fresh techniques to sell IT solutions consultatively to small – midmarket business buyers and create clients who seek your advice for their business success.

This interactive series will allow you to pose your toughest questions and receive expert advice. Each session in the series will build on the skills learned in the previous session, incorporating feedback on shared successes and pitfalls encountered along the way for a continuum of learning - and fast results.

Each 1-hour session allows you to dial in from wherever you are, and includes handouts and an interactive question and answer period. All programs are recorded, so if you miss a date or want to listen to it again, you can. We’ll email you a link to download the audio following the session.

Attend one session or whole series!

July 24	“Consultative IT Conversations”
	How to elevate your client conversations to business discussions filled with recommendations they want to hear
August 14	“Financially Justifying IT Recommendations”
	Justifying IT solution recommendations based on clients’ financial business objectives
September 11	“Secrets to Successful IT Service Contract Consultative Closing”
	The secrets behind getting the client to ask for the order

 

Who Should Attend
This audio conference series is designed for people who sell IT offerings and are struggling to change the way they are perceived by their clients. This includes:
• Business-to-business salespeople
• Professional services providers
• Entrepreneurs and small business owners
• Sales managers

To register, email university@comptia.org or call 630-678-8460.

Individual Session price: $69/person for CompTIA Members, $79/person for non-Members.
Series price: $169.00/person for CompTIA Members, $179/person for non-Members.  For groups of more than three people, please call, 630-678-8460 or email university@comptia.org.

Includes handout and a complementary MP3 recording of each session

The Details

July 24	“Consultative IT Conversations”
2:00-3:00pm Eastern 1:00-2:00pm Central 12:00-1:00pm Mountain 11:00am-12:00pm Pacific	How to elevate your client conversations to business discussions filled with recommendations they want to hear

This audio conference will help you shift from sales discussions to valued conversations based on your consultative advice, expertise, and recommendations. Build client loyalty and value by questioning and recommending based on critical business needs your clients have disclosed to you. Lock out your competitors. Have clients listening to you, calling you, and asking for your recommendations.

In this audio conference, you’ll discover:

• The secrets behind what makes a conversation consultative, and how to hold a consultative executive level discussion.
• How to indentify strategic problem areas for business improvement with IT solutions clients will pay for now.
• The questioning sequence that drives consultative selling and leads to sales.
• The keys to demonstrating thought-leadership throughout the consultative sales process, even if you don’t understand their industry.
• What consultative sounds like, including the 5 questions to ask every time to uncover hidden needs.
• Leave able to create a consultative call strategy for your next sales meeting.

August 14	“Financially Justifying IT Recommendations”
1:00-2:00pm Eastern 12:00-1:00pm Central 11:00am-12:00pm Mountain 10:00am-11:00am Pacific	Justifying IT solution recommendations based on clients’ own financial business objectives

In today’s market, business owners are careful about where they invest. Matching a solution to a critical business need no longer guarantees a buying decision. You must be able to financially justify your recommendation, showing your client the business results they can expect from investing in your solution. Too often asking for financial information intimidates sellers, so they avoid it, leaving a gaping hole in their final proposals and losing the sale to a cost avoidance decision.

In this audio conference, Kendra Lee, president of KLA Group, combines her IT consultative selling expertise with her degree in accounting to take the fear out of financial justification. You’ll discover:

• How to question for the financial impacts of the business problems you have uncovered
• The 3 facets of financial value to question around and sample questions you can steal for your own
• What to do if your client doesn’t know the financial value of the problem, or is reluctant to disclose it
• How to translate the business value you uncovered into financial justification information you can use in a proposal
• What a financial justification looks like in a proposal, and how simple it can be
• How to handle objections to the financial justification information during a proposal meeting
• Leave with a practice assignment for 3 of your top opportunities

September 11	“Secrets to Successful IT Service Contract Consultative Closing”
1:00-2:00pm Eastern 12:00-1:00pm Central 11:00am-12:00pm Mountain 10:00am-11:00am Pacific	The secrets behind getting the client to ask for the order

Shift from closing to sell a product to providing a valued solution based on your consultative advice, expertise, and recommendations. Use consultative closing approaches that reduce your time to close and improve your closing ratio. Have the client calling you to move forward – or agreeing on the spot to do so.

In this audio conference with IT consultative selling expert Kendra Lee, president of KLA Group, you’ll discover:

1. How to use consultative closing techniques that begin with the first meeting and lead to the final sale
2. The difference between the soft consultative close versus the hard product close and why the consultative close is better in the long run
3. How to create the circumstances behind when a client really will ask for the order
4. The 3 questions you must ask every time to cement the win
5. Follow through strategies - just in case your client hasn’t called yet
6. Three different consultative closes you can adopt for your own selling approach, and what they sound like
7. Leave with a practice assignment to create a consultative close strategy for 3 of your top opportunities

Expert: Kendra Lee
Top IT consultative seller, sales advisor and business owner … author of best selling book Selling Against the Goal: How Corporate Sales Professionals Generate the Leads They Need… an in-demand sales speaker on shortening time to revenue in innovative ways.
Kendra has assisted companies in increasing referrals more than 328% in just 7 weeks… penetrating SMB companies in just 6 weeks… driving new client acquisition more than 31% year to year… increasing annual revenue significantly.

 

Back to CompTIA University Courses