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Coworkers working on project at table in modern studio - achieving goals - Effective Performance Reviews
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Browse hundreds of training topics to elevate team performance.
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Consultative Selling Training Course

Formats ⟩  Live Virtual: 4 hrs./1 Day  |  In-Person: 6 hrs./1 Day

Diligent buyers know the key component of cost-effectiveness is value. And if buyers don't perceive value in your product or service, a low price means nothing. Through this innovative sales course, you will learn the principles of consultative selling. You'll learn to establish credibility, differentiate your product solution, motivate your customers to buy, and build lasting business relationships.

Learning Objectives »

  • Build strategies based on value rather than price.
  • Use tactical probing to analyze perceptions.
  • Shorten sales cycles and increase opportunities.
  • Recognize customer needs and adjust approach.
  • Enhance listening skills to tailor every sale.
  • Build brand loyalty.
  • Discover how to follow up and follow through.

Course Agenda

Selling 101

  1. 5 A's of Selling
  2. Consultative Selling Process
  3. Ask Questions. Build Rapport
  4. Types of Questions
  5. Effective Listening
  6. Actively Demonstrate
  7. Address Objections
  8. Always Be Closing

Needs Analysis

  1. Principles of Needs Analysis
  2. Analyzing and Visualizing Questions
  3. Need Analysis Questions
  4. The Need Behind the Need
  5. Situation and Problem Questions
  6. Implication and Need-payoff Questions
  7. The Listening Staircase
  8. Diagnosing and Addressing the Pain
  9. Probing Questions
  10. Seizing the “Need”
  11. Upselling
  12. Summarizing

Follow Up, Follow Through

  1. Facts about Selling
  2. Developing Loyal Customers
  3. Staying on Top of the Need
  4. Follow Up Benefits
  5. Active Follow Up
Coworkers working on project at table in modern studio - achieving goals - Effective Performance Reviews

Consultative Selling Training Course

Formats ⟩  Live Virtual: 4 hrs./1 Day  |  In-Person: 6 hrs./1 Day

Diligent buyers know the key component of cost-effectiveness is value. And if buyers don't perceive value in your product or service, a low price means nothing. Through this innovative sales course, you will learn the principles of consultative selling. You'll learn to establish credibility, differentiate your product solution, motivate your customers to buy, and build lasting business relationships.

Learning Objectives »

  • Build strategies based on value rather than price.
  • Use tactical probing to analyze perceptions.
  • Shorten sales cycles and increase opportunities.
  • Recognize customer needs and adjust approach.
  • Enhance listening skills to tailor every sale.
  • Build brand loyalty.
  • Discover how to follow up and follow through.

Course Agenda

Selling 101

  1. 5 A's of Selling
  2. Consultative Selling Process
  3. Ask Questions. Build Rapport
  4. Types of Questions
  5. Effective Listening
  6. Actively Demonstrate
  7. Address Objections
  8. Always Be Closing

Needs Analysis

  1. Principles of Needs Analysis
  2. Analyzing and Visualizing Questions
  3. Need Analysis Questions
  4. The Need Behind the Need
  5. Situation and Problem Questions
  6. Implication and Need-payoff Questions
  7. The Listening Staircase
  8. Diagnosing and Addressing the Pain
  9. Probing Questions
  10. Seizing the “Need”
  11. Upselling
  12. Summarizing

Follow Up, Follow Through

  1. Facts about Selling
  2. Developing Loyal Customers
  3. Staying on Top of the Need
  4. Follow Up Benefits
  5. Active Follow Up
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