Sales Effectiveness

Our proven sales effectiveness programs empower sales professionals to be consultative, build authentic relationships, inject stories into the business setting, and be adept at resolving objections to achieve their desired outcome.

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Consultative Selling Skills

Achieve breakthrough results by becoming a trusted partner to clients and prospects.

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Why consultative selling skills are important

To be a truly effective salesperson, it is necessary to authentically connect with your clients and prospects. Salespeople must demonstrate credibility, create trust, help address recognized needs and uncover new ones, and provide solutions through the lens of a consultant, rather than a seller.
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What participants will learn

Consultative Selling Skills is a highly interactive program that combines presentation, discussion, self-reflection, and role-play exercises that are recorded and coached to help participants sharpen existing sales skills and discover new ways to engage and serve their clients. They'll learn how to build trust-based relationships, uncover customer needs, address objections, and make recommendations for optimal solutions.
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The benefit

Participants' ability to position themselves as a strategic partner and more effectively manage sales meetings will help them shorten the sales cycle and create stronger relationships with prospects and clients.

Take a different approach to a sales meeting

  • Clients and prospects don't want to be sold to. They want to discuss their unique challenges and see how you can address them. In essence, they seek a consultant who can help them to resolve issues. This approach, which requires great listening skills, as well as the ability to ask probing questions, is effective because it helps to build a relationship.
  • Delivery: In person, 12 participants; or virtual
  • Audience: Sales professionals and client-facing consultants
  • Timing: In person two days, one day, half day; virtual, 4.5 hours split across 3 sessions; or tailored to your needs
  • Schedule
  • Discussion and practice sessions to master skills in listening, relationship building, and consulting

Real Results.

Consultative Selling Skills participants develop

  • the ability to build stronger, trust-based client relationships
  • an understanding of how to identify clients’ needs
  • the ability to work with clients to solve their challenges
  • resourcefulness to overcome client objections.

Adding value to client and prospect meetings helps shorten the sales cycle

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Adding value to client and prospect meetings helps shorten the sales cycle

Authentic communication is necessary for business success

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Authentic communication is necessary for business success