1 or 2-Day ILT Workshop; Two or Four 4-hour VILT Workshop; Pre and Post Digital Learning
Sales Professionals, Sales Managers, Business Development, Sales Leadership
VILT, Instructor-led, Digital, Blended Learning
Today’s buyers are savvy, but they need sales professionals to help them diagnose their needs and identify solutions that drive desired business results.
Your sales team needs consultative sales training to empower them to create value in the buying experience and differentiate themselves from the competition.
Richardson Sales Performance’s Consultative Selling training program focuses on the critical structure of a sales conversation. It provides a powerful roadmap for a successful, buyer-focused dialogue. The Consultative Selling Framework explored in the program gives sales professionals a consistent, repeatable process to more effectively execute their sales conversations. The Six Critical Skills fuel and support the Framework, helping sales professionals leverage their technical excellence and use every consultative sales skill available to open more doors, better understand customer needs, more persuasively articulate value, and close more deals.
Upon completing the Consultative Selling skills training program, your sales team will experience the following business benefits:
Effective call planning leads to more productive customer meetings, increased credibility, a shortened sales cycle, and increased sales results. Using an efficient methodology for call planning helps to ensure that each customer call advances the sale. In this program, we teach your sales professionals how to apply a systematic approach to preparing for customer meetings that shortens preparation time and improves call quality. We equip them with tools to set their call objective, anticipate customer needs, identify potential value, prepare for objections, and visualize the call flow.
Understanding needs is at the heart of Consultative Selling. Sales Professionals need to connect with customers, gain and keep their openness and willingness to engage in productive dialogue, and ask a full range of questions. In this program we teach sales professionals how to apply a questioning strategy, process, and skills to engage the customer in a need dialogue; we develop their questioning skills to foster openness and keep the customer engaged; we teach them how to float ideas to build credibility, stimulate conversation, and deepen the dialogue; and finally, we ensure they develop active listening skills to fully understand needs. These skills make sure they gain the needed information to deeply understand needs, identify the right solution, and tailor what they say about their solutions to ensure relevance and impact.
The way sales professionals position information can make it easy or difficult for the customer to understand. It can make what they say interesting and compelling or boring. To be persuasive, sales professionals need to describe capabilities and solutions using clear, concise, and compelling messaging that links value to customer needs. In this program, we teach your teams how to apply a model for persuasively presenting their solutions and build their skills in positioning solutions to meet customer needs and differentiate your organization.
When faced with objections, most sales professionals react defensively or use self-serving behaviors that undermine customer trust. A consultative approach leads to not only resolving objections, but also to increasing connection with the customer and building trust and credibility. In this program, we teach your sales professionals how to develop a positive mindset toward objections, avoid defensiveness and self-serving behaviors that undermine trust, and equip them with a four-step, customer-focused model to resolve any objection.
Many sellers refrain from asking for commitment because they are concerned about rejection, being too pushy, or losing the opportunity. Treating closing like a process will lower the risk of rejection and increase the likelihood of gaining commitment and, ultimately, winning the business. In this program, we teach your sales professionals to use a model to increase their close ratio, build the skills needed to ask for the business with confidence, and how to end each call with a next step to advance the sale.
Consultative Selling is human and natural. Sales professionals need a process and skills to leverage their natural styles, not a rigid set of steps or manipulative tactics that suppress their natural styles. In this program, we teach sales professionals the six critical skills that help demonstrate EQ and give them the power and ability to apply the Consultative Selling Framework effectively. They allow sales professionals to leverage their natural strengths to create a dialogue, foster the openness and trust needed to understand customer needs, communicate in a compelling way, and close profitable business. Because they work together in a highly dynamic and interactive way, sales professionals need to master them all in order to be most effective.
Our content is grounded in behavioral science. The focus on behavioral science across our program matters because we know that buyers make decisions based on both logic and emotion, an important and often overlooked component in both buying and selling. In fact, the emotional component of buying overrides the logical one. Sales professionals familiar with behavioral science concepts improve their ability to connect with customers because they have a greater understanding of their customer’s biases and their own. This helps them to more objectively evaluate opportunities and challenges, avoid aggressive behaviors, and reach their goals.
