High Impact Consultative Selling Skills


High Impact Consultative Selling Skills

High Impact Consultative Selling Skills

Course Duration: 2 Days


Traditional sales training do not take into account the difference between a simple and complex sale. Research shows that significantly different skills are reqired by each type of selling. While most sales training focuses on making a success of the salesperson who is product or service oriented, the most successful salesperson is ultmately customer oriented.

Course Objectives

Upon completion of this program, participants should be able to:

  • Build rapport and develop positive engagement
  • Conduct powerful presentations
  • Elicit information effectively through the use of effective questioning techniques
  • Identify and develop a consultative approach to selling
  • Influence, persuade and sell through multiple platforms

Key Content

Module 1: Overview

  • Context setting
  • The complex sales
  • What is 4D
  • Creating winning habits
  • The sales partnership team

Module 2: Interpersonal Communication

  • Building credibility
  • The 4 customer behavioral styles
  • Identifying your personal style
  • Developing your style towards effective selling
  • Shifting into positive action

Module 3: Being Effective in Customer Centered Selling

  • Applying learning in selling to different buyers
  • What customers say and do and what is important to them
  • What we do more of when selling to different buyers
  • What we avoid doing when selling to different buyers

Module 4: The Consultative Sales Process

  • Funnel stages and milestones
  • Discovering prospects
  • Lead generation
  • Networking
  • Qualifying prospects

Module 5: Filtering Prospects

  • Filtering criteria
  • Client action plan tool
  • FABs and CSFs
  • Linking value statements
  • Approach call strategies, COIs and gatekeepers

Module 6: Defining Presentations

  • The 3 Act Structure: pulse checks and rollovers
  • Verbal
  • Vocal
  • Visual: The art of executive presence
  • Visual: Slide deck hacks

Module 7: Objection Handling

  • Types of objections
  • Objection handling techniques
  • Win win outcomes
  • The LAQUER model
  • The final toolkit

Module 8: The Coaching Wisdom

  • Account hand off to servicing team
  • Key account management
  • Building a self sustaining customer referral system
  • The secret of a sales professional
  • Coaching performance

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