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Drive powerful and valuable sales conversations with your clients and prospects with our 360 consultative core selling program.

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What Is Consultative Selling and how will it benefit your sales approach

Consultative selling is a sales approach that focuses on the needs and priorities of the customer rather than focusing on the product or service, consultative selling promotes and encourages relationships and meaningful open dialogue to identify and demonstrate solutions to a customer’s needs. 

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The principal benefit of consultative selling over other selling approaches is the fact that it helps sales professionals to have better conversations which allow salespeople to better understand the challenges faced by a customer allowing the ability to position their solutions and demonstrate the value it brings in a more effective way.

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360 Consultative Selling - Live Online Course Overview 

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Adopting a Consultative Sales approach dramatically improves the quality of your sales conversations 

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Today’s buyers are better equipped and have more access to more data and information than ever before, but even the most experienced buyer still benefits from sales professionals adopting a consultative sales approach to help them diagnose their needs and identify a solution that will deliver the outcome and the value they desire.

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Empower your sales team to take control of their sales conversations and adopt a consultative selling approach to allow them to create greater value and greater insight in the buying process and differentiate themselves from the competition.

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Our 360 Consultative Selling Framework provides sales teams with a proven repeatable sales approach to consistently execute with their sales conversations to help them to avoid the common sales errors that cause sales to be lost

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Our 360 Consultative Selling Framework can be broken down into 8 steps.
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Plan and Prepare: Effective conversation planning ensures your salespeople have more productive customer conversations, sales are won and lost based on the conversations your sellers have with buyers and this starts with effective planning
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Engage: Having the ability to engage and connect throughout the process at any level puts salespeople at a huge advantage when it comes to building rapport and trust and strengthening relationships
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Insight and Understand: Gaining valuable insight that leads to greater understanding is a fundamental of consultative selling. Sales professionals who can encourage openness and willingness to engage in a dialogue will find  it easier to ask a broader range of questions ad gain more insight into their buyer's needs and challenges 
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Differentiate: Sales professionals who can differentiate their solution and position themselves as an expert in their field offering a credible solution a specific solution over their competition win more sales
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Demonstrate: Sales professionals who can demonstrate the tangible value of their solution in a clear concise and easy to understand manner will find it easier to gain trust and buy-in from the buyer throughout the sales process 
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Explore and Overcome: No matter how thorough your selling approach there will inevitably be objections, concerns, and barriers, salespeople who can proactively seek out, identify and positively dismantle objections within the sales process close a far higher percentage of sales than their competition  
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Agreement and Commitment: Sales professionals that treat closing like a process not only reduces the risk of rejection and increases the likelihood of gaining commitment and winning the business, consultative sellers begin the closing process before the first conversation has even begun.
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Agreed Action: Consultative sales professionals that can effectively and consistently follow up with the customer is one of the most powerful differentiators, many sales professionals fall short when it comes to following up. 
 

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