Consultative Business Approach Curriculum

Business Need
Transactional Sales Approach: Need foundation sales skills
Solution Sales Approach: Need to sell solutions, not products
Consultative Business Approach: Need to be more consultative in our sales approach

Solution Sales Approach Symptoms	Consultative Business Approach Symptoms
Selling solutions as products Cannot articulate the solution value proposition Cannot match business needs to creative solutions Not demonstrating the value of solutions based on business needs	Not uncovering strategic business issues Aren't selling consistently at the executive level Not able to connect solution recommendations with business priorities Not able to financially justify solution recommendations

		Sales	Customer Service	Technical Teams	Marketing	Training Teams	Managers and Executives
Transactional Sales Approach
Entry Level
	Connecting with Customers
Solution Sales Approach
Intermediate Level
	Delivering Great Customer Service
	Delivering Dynamic Training in Your Organization
	Delivering Dynamic Presentations
	Driving Services Revenue in Customer Accounts
	Developing a Solutions Mindset, Level 1
	Developing a Solutions Mindset Manager Reinforcement A
Consultative Business Approach
Advanced Level
	Developing a Solutions Mindset, Level 2
	Developing a Solutions Mindset Manager Reinforcement B
	Developing a Solutions Mindset, Level 3