High Impact Consultative Selling Skills

Introduction

Traditional sales training often fails to distinguish between simple and complex sales. Research shows that each requires significantly different skill sets. While most sales training focuses on product or service-oriented selling, the most successful salespeople are customer-oriented. This program equips participants with the essential consultative skills to succeed in complex selling environments.

Course Objectives

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

• Build rapport and develop positive engagement
• Conduct powerful and persuasive presentations
• Elicit information effectively through questioning techniques
• Apply a consultative approach to selling
• Influence, persuade, and sell across multiple platforms

Key Content

Module 1: Overview

• Context setting
• Understanding complex sales
• What is 4D selling?
• Creating winning habits
• Building a sales partnership team

Module 2: Interpersonal Communication

• Building credibility with clients
• Understanding the 4 customer behavioral styles
• Identifying and adapting personal communication style
• Developing an effective selling style
• Shifting into positive action

Module 3: Being Effective in Customer Centered Selling

• Applying consultative selling techniques for different buyers
• Interpreting customer needs and behaviors
• Effective behaviors when selling to different buyer types
• Common pitfalls to avoid in customer-centered selling

Module 4: The Consultative Sales Process

• Sales funnel stages and milestones
• Prospect discovery and lead generation
• Effective networking strategies
• Prospect qualification techniques

Module 5: Filtering Prospects

• Developing filtering criteria
• Using client action plan tools
• FABs (Features, Advantages, Benefits) and CSFs (Critical Success Factors)
• Creating compelling value statements
• Approach call strategies and handling gatekeepers

Module 6: Defining Presentations

• The 3 Act Structure: pulse checks and rollovers
• Verbal, vocal, and visual presentation skills
• Executive presence and presentation techniques
• Slide deck hacks for impactful visuals

Module 7: Objection Handling

• Understanding different types of objections
• Effective objection handling techniques
• Creating win-win outcomes
• Using the LAQUER model for objection management
• Final objection handling toolkit

Module 8: The Coaching Wisdom

• Account handoff to servicing teams
• Key account management strategies
• Building a self-sustaining customer referral system
• The secrets of top sales professionals
• Coaching and performance development