Consultative Selling for HP Partners

Course Code: 37825
Length: 2 Days

BY REQUEST ONLY: This course is scheduled by request only. To request a delivery, please contact us at our Education Mailbox. We require a 7 student minimum to schedule a class.

Partners: To register online for this course, call 1.800.732.5741, Option 4 (U.S.) or 1.800.392.7024, Option 4 (Canada).

HP Employees: To register by phone, call 1.800.732.5741, Option 4 (U.S.) or 1.800.392.7024, Option 4 (Canada).

Customers expect HP Partners to add value to their business. To meet this expectation and differentiate their solutions from the competition requires that they gain greater insight into the Customer’s business, understand how the solutions can help the Customer achieve their key business objectives, effectively communicate the value of the solutions and build high and wide relationships. Consultative Selling is designed to develop the required skills for engaging more consultatively with HP Customers. Participants will build the skills required to:

• Understand their Customer’s industry drivers, business objectives and operational issues
• Gain greater insights into what their Customer values
• Apply these insights in the discovery and development of new opportunities
• Build higher and wider relationships across the Customer’s organization
• Collaborate with the Customer to connect HP solutions with what they value
• Position this value with the Customer and communicate the Partner’s (and HP’s) unique value

• Sales

Develop sustainable skills to:

• Build long term, value-based Customer relationships at multiple levels and across functional areas
• Create strategic opportunities with Customers through proactive engagement based on understanding their business
• Position our unique value through a collaborative approach with the customer