Become the Trusted Advisor
The average salesperson’s close ratio is 20–30%. Unqualified opportunities linger in the funnel for 6 months until they are finally removed. 70% of qualified opportunities fall to the competition or no decision. Accounts that do close are the wrong type or size. The average sale is low.
With those sales metrics, there aren’t enough leads to achieve the company’s growth goal. You could attempt to increase your lead generation activities and get more marketing qualified leads. Or, you could improve the results.
A Consultative Selling Approach That Wins
1. More Wins
Losing too many sales? The sales you are winning not the right types of opportunities or accounts? Are they products instead of services? We teach you the consultative selling process steps to qualify and win more, better sales. You’ll move from respected salesperson to valued consultant.
2. Reduced Competition
Prospects often see no distinction between providers. You’ll learn how to use needs-based selling to change the way you sell to thoughtfully guide prospects to the right decision – you – and forget your competition.
3. Reduced Negotiation Pressure
When you sell transactionally, it’s a price decision. Prospects see no value. You’re like everyone else. We’ll teach you the steps to uncover financial impacts and translate them into ROI, making prospects less likely to negotiate.
4. Higher Profit Sales
Selling in the middle or at the bottom equals small sales. Our consultative selling training teaches you how to have needs and ROI-based consultative conversations at the top, using an approach that uncovers strategic, high-profit opportunities.
The Consultative Sales Approach
Most salespeople sell transactionally, moving from one opportunity to the next, submitting quotes, not even following up. Wizened salespeople sell solutions, asking needs-based questions, and matching the right solution to the need.
The most successful salespeople use a consultative selling process that inspires trust from their prospects. Prospects and clients value their recommendations and share their long- and short-term strategic direction.
The consultative sales approach guides prospects through thoughtfully considering their needs, examining them strategically, considering the ROI, and making a decision with the salesperson’s guidance. This approach is especially important with intangible services sales. Prospects need your guidance, or they’ll make a bad decision.
We believe sales is not an art. Consultative Selling is a skill that can be learned. We’ve seen the proof in sales assessment tests. Even better, we’ve trained business owners, business analysts, technical experts, and salespeople to sell effectively. You can too.
Participants learn how to shift their sales process to a consultative sales approach. We’ve seen their sales funnels increase, close ratios increase, and businesses grow. You deserve the same success.Talk With An Expert
Learn To Sell Consultatively in 10 Weeks
With Sales Methods To Get to Yes! Faster Class
In this 10-week, expert-led, interactive virtual consultative selling training course, Sales Methods To Get to Yes! Faster, you will …
- Use consultative selling questions to break past information barriers and pinpoint critical impacts
- Shift from using transaction to consultative qualification strategies
- Learn how to uncover and leverage price justification
- Master the art of making needs-based consultative recommendations clients listen to
- Discover strategic opportunities in transactional requests
- Learn 5 methods to handle objections consultatively
- Gain 7 consultative strategies for closing the sale faster
- Practice the consultative selling process steps with real prospects
- Create a sales playbook with your consultative selling process steps
This course uses a combination of:
- 10 weekly 1-hour, sales-expert-led virtual sessions
- Weekly videos
- Salesperson evaluation
- In-territory consultative sales activities
- Role play and feedback
- Manager briefings
Which is the right consultative selling training approach for you?
Companies we work with may have no dedicated salesperson, one sales rep, or a sales team. We offer Sales Methods To Get to Yes! Faster in 3 training formats, giving you the flexibility to match your sales organization structure and selling needs.
If you have a sales team, you’ll want them to take the consultative selling training together as a course. They’ll learn the same consultative sales process and develop a sales playbook that can be used as a team after training is over.
The training is delivered virtually, so no matter where they are located, your staff can participate. Your sales team will develop consultative skills using a repeatable consultative sales process.
You may have one salesperson who needs to move from product or solution selling to consultative selling. We assign you an expert sales coach to guide you one on one to develop consultative sales skills and improve your opportunity win rate.
Coaching provides the added flexibility to adjust session topics based on sales situations you’re dealing with in the moment. You will gain the consultative skills to close higher profit sales faster.
New Hire Salesperson
Sales Methods To Get to Yes! Faster consultative sales training teaches new hire sales reps how to sell your service offerings consultatively. It incorporates new consultative skills, your solutions, and their sales experience. When combined as part of the onboarding, salespeople speed their time to productivity – and results – for you.
Experienced new hire sales reps quickly apply their sales experience to lead prospects consultatively through the sales process faster.
Salespeople new to selling learn the sales process and how to sell consultatively.
Here’s what our clients are saying
IT Managed Service Provider
“By the end of the consultative sales training, the sales team really got it. In sales calls where I’ve shadowed salespeople, I’ve heard them strategizing with prospects and using the sales playbook we created. We’re closing a lot more big projects and managed services now.”
IT Managed Service Provider
Consultative Selling Resources
Your Value Is Like a Homemade Chocolate Chip Cookie
You know to sell value over price, but what do you do when prospects won’t pay extra for value?Read about your value
3 Steps To Avoid the Discount Discussion
When you’re not selling consultatively, you’re susceptible to discountingWatch the 3 steps video
45 Ways To Build & Protect Your Sales Funnel
Use these strategies to protect your client base from a competitive takeoverGet the Sales Funnel guide